There are several other reasons why the end game of selling is stressful and difficult.

Fear of Failure
There are several other reasons why the end game of selling is stressful and difficult. First and foremost is the fear of failure experienced by the prospect. Because of negative buying experiences in the past, over which you could have no control, prospects are conditioned to be suspicious, skeptical and wary of salespeople and sales approaches. They may like to buy, but they don’t like to be sold. They are afraid of making a mistake. They are afraid of paying too much and finding it for sale cheaper somewhere else.

Fear of Criticism
They are afraid of being criticized by others for making the wrong buying decision. They are afraid of buying an inappropriate product and finding out later that they should have purchased something else. This fear of failure, of making a mistake in buying your product, is the major reason why people object, hesitate and procrastinate on the buying decision.

Having carried a bag and managed sales organizations before, we understand that there will be times when it may be necessary to attempt to close an opportunity before it’s really ready. The manager needs the sale in order to ‘keep the lights on’ or worse yet, the sales person needs the close to remain employed. In this case, the sales manager needs to discuss the situation with the sales person and explain to him/her why it is necessary to attempt to ‘accelerate’ the sales process.