Are Your Customers Suffering from Frazzled Customer Syndrome?
Excerpted from SNAP Selling by Jill Konrath
Many of the people you're calling on today suffer from a severe case of Frazzled Customer Syndrome. This debilitating condition is brought on by excessive workloads, 24/7 availability, information overload, lack of sleep, and job-related stress.
You likely encounter these individuals on a daily basis. They're good people who are doing their best to survive in a crazy-busy workplace.
Their calendars are overflowing and they're constantly falling behind, but they feel powerless to stop the unrelenting, escalating demands on their time.
Their frantic pace is both exhausting and exhilarating. They can barely focus on important tasks because their days are filled with interruptions, distractions, and constantly changing activities.
One minute they're working on a document. The next, they're checking e-mail, text-messaging, responding to a customer, or doing research online. This frenetic multitasking fools them into thinking they're accomplishing a lot, but in reality they're doing very little.
To make matters worse, they don't see an end in sight. Instead, they deal with constant downsizings and reorganizations and rapidly move from job to job, never really mastering their current one-all the while wondering if they're next on the chopping block.
Their personal life is just as frenetic, as they juggle work commitments, family, and personal time until they crash in front of the TV every evening. It's no wonder they don't have time for you.
Recognizing the Symptoms
How do you know when you're dealing with customers who suffer from Frazzled Customer Syndrome? Typically they:
Frazzled Customer Syndrome makes your job so much harder. Dealing with overwhelmed people is completely different from working with calm, rational people who have time to analyze their situation and study multiple options before moving ahead. But those people are no longer the norm.
Your hot prospects fizzle or flame out. They politely (or sometimes not so politely) tell you that their priorities have changed, the budget has dried up or they have too much on their plate right now.
In most cases, your attempts to get them back on track are futile. They tell you to call back next month, but before long that becomes "next quarter," and then, "next year."
They just want to get rid of you. It's not personal. They just can't handle even one more item on their to-do list. But it doesn't have to be this way.
By mastering the SNAP Rules, you can change how your prospects react to you. Remember to:
Want to learn more about these fresh strategies for selling to crazy-busy prospects? To get four FREE sales-accelerating tools and download two chapters of SNAP Selling, visit http://www.snapselling.com/ or email firstname.lastname@example.org.