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Any salesperson will tell you that closing deals is not a matter of luck.
It’s about skill, about perfecting your sales processes and about overcoming the objections that would keep a deal from closing.
In today’s training, I’ll show you the strategies that I use when a prospect says “Let me think about it” or some other version of a “soft no”.
This is one of the most common objections that you’ll deal with in sales, so mastering them is key to success.
I shared this in our teach to the beach training program last week so I felt like I should share it with you today.
So read on.
You must have heard the following words before.
‘I’ll think it over.’
‘We don’t jump into things like that.’
‘Let’s pray it over,’
‘Why don’t you come back tomorrow (next week, after the holidays) and we’ll let you know.’
When you hear any of that stuff after you’ve learned this close, you’ll say to yourself, ‘’I know this one’ ‘They expect me to say okay and leave, because that’s what the average man does.”
If you do that, will they think it over?
I don’t think so.
In a word, No!.
Because as soon as you leave, new problems will come up and the prospect will forget about your proposition.
Then suddenly it’s tomorrow, next week, or after the holidays.
You come back and ask, ‘Did you run my proposal through your thinking machine like you said you would?’
He doesn’t want to tell you the truth. So, he just said oh…. Something like that.
What does this mean.
It means, ‘Yes, we gave your proposition very careful consideration, and I’m sorry but we’re not going on it now. I’ll keep you posted and I’ll call you later on.’
What can you do? Nothing.
You’re dead – because you shot yourself.
Here’s what the Champion does when they play the old I’ll-think-about-it.
(a) Agree with them.
Do you say, ‘That’s fine, Charlie. Obviously, you wouldn’t take your time thinking it over unless you were seriously interested, would you?’
What will they say? ‘Oh we’re interested. You bet. We’re going to think it over.’
It helps to give them a brave little smile and act defeated as you ask that question. It’s as though you’re thinking, ‘Okay, they’ve won. What can I say’
(b) Confirm the fact that they’re going to think it over…..
“Since you’re that interested, may I assume that you’ll give it a very careful consideration?’
Speak the last three words slowly, with just a touch of emphasis.
What will they say? Because you’re acting like you’re leaving, you’re letting go, they’ll say Yes.
(c) Make them Squeak
‘Charlie, you’re not telling me this just to get rid of me, are you?’
You have to act like you’re licked at this point.
They’ll answer something like this, ‘Oh, no. You’re the greatest. I love your business and my hubby loves it.’
(d) Clarify and Twist Harder.
‘Just to clarify my thinking, what is it that you wanted to think over is it the integrity of my company?’
Notice how I ran those two separate sentences together.
More about this later.
What’ll they say?
They might say, ‘No, your company is great.’
Then you ask, ‘Is it my personal integrity?’
They might say, ‘Oh, no, we think you’re the greatest,’
Here, you will use is it, is it questioning
‘Is it? Is it?’ Every time they say no, they’re in essence saying yes, aren’t they?
This technique allows you to summarize the benefits that you’re offering them, and to do it with subtlety and finesse.
Don’t argue. Don’t tell them.
What do you ask them about?
You ask them about evry benefit or feature your prospect wants that you can supply.
Ask questions that’ll cause them to tell you how good your product or service is.
There’s no better way to convice them of its merits.
What will people do when you’ve learned this technique and are working it effectively on them?
They’ll say to themselves, ‘I know what he’s doing. ‘So what will they grab?
One of the objections. Once they grab one, what do you have?
The final objection.
Now, if they were going along with you at all, what should you normally come up on last?
‘Is it the investment that’s involved in purchasing the program?’
What’ll they usually say? ‘Well, we don’t put out that kind of money without really doing a lot of considering.’
Then you ask,
‘So the problem really is money, isn’t that right?’
They may answer,
‘Yeah, that’s it.’
So what have I accomplished? Quite a lot. I’ve broken through the think-it-over-and-forget-it routine.
Now I’m down to the real objection, which is money.
That’s nothing new, is it?
Money is the major objection we have to face on every, or nearly every sale, isn’t it?
Note: When they give you this objection, don’t ever ask,
Why no, is it the money?’
If you ask them that first, they’ll say, ‘No, it’s not the money; we just want to think about the whole proposition.’
That answer rubs you right off the board. Where can you lead them to from this point?
Now you’ll have to make them own up to lying before they can admit it’s the money.
Since you’re almost certain that money really is their final objection, all you can do now is go away – or stay awhile and chase yourself around in circles with pointless ‘Is it – ? questions.
Your only hope is to lead them back eventually to the money, and then close on that final objection. In this situation, it almost takes a miracle for that to happen.
This close, like the others, works only if you follow the steps and use it right. Shortcuts cut your throat.
There’s critical instant in this close that comes when you say,
‘Just to clarify my thinking, what is it that you wanted to think over is it my company’s integrity?’
Remember that a pause between over and is will often be pure disaster.
Don’t turn this most important element of the close into two sentences: ‘. . . what is that you wanted to think over? Is it my company’s integrity?’
Don’t pause or even raise your tone to indicate a question after the word over.
Why is this important?
Because if you pause, they’ll say, ‘I want to think over the whole proposition.’
That turns your canoe over – all you can do then is swim for shore.
(e) Confirm that it’s the money.
You’ve got to make sure that you’re not dancing with phantoms anymore. There’s no point in trying to close on the money problem if they aren’t sure they’d buy it even if it’s a wise decision for them.
Do they care what it costs if they don’t want it?
When it seems to be down to money, you’re very near praydirt if you handle it right – so handle it right. Ask them if there’s anything else they’re unsure of except the money.
Confirm that you’re at the final barrier before busting through it with
So there you have it: a quick, easy-to-implement process to overcome the ‘I’ll think about it’ sales objections.
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I hope this is helpful to you?
Let me know what you think in the comments below. And, feel free to share this with your teammates.
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