Business Excellence Awards
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When a customer says “I want to think about it” or “I need some time to think it over,” it’s one of the most frustrating expressions a salesperson can hear. You feel helpless, or if you’ve been poorly trained, you lapse into some manipulative dialogue that proves you’re both a crappy salesperson and you’re only there for the money.
There’s a better way.
I’m about to give you the ultimate response to “I want to think about it” – one of the oldest sales stalls known to mankind.
The paradox of “I want to think about it” has always been that the salesperson wants to make the sale right away, and the customer has not yet seen the value or the reduced risk in doing business with the salesperson.
And often, the customer has already made up their mind, but does not want to share that with you, the salesperson. The salesperson gets frustrated and blames the customer for their inability to decide, rather than taking responsibility for his own lack of sales ability and lack of preparation.
Stop blaming. Start taking responsibility. Be prepared for the objection way before you get to the sales call.
Here is what to say, here’s what to offer, and here’s how to offer it…
You say: “I’m an expert at what I do. You’re an expert at what you do. Let me share with you the questions you need to ask yourself, and ask of others, as you think about it.” These are questions way beyond “How much is it?” and “When do I really want to start?”
Hand over a list of questions about the intricacies and the value of your stuff. For example, if you’re selling IT services and data protection, here’s a list of questions that you might want to ask:
Mr. Prospect, here are six things you need to think about as you’re deciding:
1. How much is your data worth?
2. Who is protecting your data daily?
3. How much spam do you get? How much time do you spend dealing with it? What is your time worth?
4. What happened the last time you lost data?
5. What is a business heart attack to you?
6. What’s the difference between 99 percent guaranteed up time and 100 percent guaranteed up time? 3.65 days of downtime. What is the extra 1 percent worth?