3. Fear of giving up control.
Buyers want to establish the ground rules and direct the process. When they feel that they aren’t in control they may exhibit a number of troubling behaviors like not returning phone calls, delaying the process or making impossible demands.
The Solution: The secret to overcoming their fear is to ask for permission and agreement. Ask for permission to ask questions, and ask for agreement on how to set up and keep appointments and how to proceed with each step of the sales discussion. By asking for permission and agreement you can reduce the obstacles that can be created by the fear of giving up control.