No five words are more frustrating to a salesperson
than the words "I want to think it over."
The bad news is that this is your fault,
if you're hearing it as a salesperson.
The good news is that there are
a couple of steps that you can take
to avoid the vast majority of these sales situations.
Strangely, it doesn't require some fancy ninja
headlock close technique.
What I'm going to show you is going to change the way
that you not only think about "think it overs,"
but it's also going to change the way you think
about sales more generally.
In this video I'm going to show you
what every salesperson must do
to avoid those words "I want to think it over."
Check it out.
Number one.
Stop trying to get yes.
Let's first get very clear
on what a "think it over" actually is.
Think is over's really are just a nice way
of the prospect telling you no.
They don't do this because they have some super nice agenda,
but really because they're feeling a lot of pressure
in the selling situation to tell you yes.
This was caused by you.
If a prospect feels pressure to say yes,
then that means that the salesperson was putting pressure
on the prospect to say yes in the first place.
Moving forward,
instead of trying to get a yes from a prospect,
focus on trying to determine
if there's actually a fit in the first place.
This means that the outcome of a no is also okay.
Number two, help them determine the value.
One of the reasons that a prospect would say
"I need to think about it"
or wouldn't want to buy from you in the first place
is that they're simply not seeing the value
in what you're offering.
The state they're currently in
versus the outcome that you're offering them in the future
isn't a compelling enough distance
to cause them to want to invest in your offer.
This means that during the sales process.
You need to spend a lot of time helping the prospect
actually calculate the actual value
of solving their challenges.
Thus investing in your solution.
That means asking a question such as
if you were able to solve the challenges
that you mentioned today,
what would that mean to your organization?
A little hint,
be sure to get a dollar value answer.
Number three.
Get a budget before giving price.
One of the most common reasons that sales fall off track,
even when a prospect is in fact eager
and interested in buying from you,
is that there was never really clarity around a budget.
Salespeople for years have been telling me
that they can't get a budget.
This is simply not true though.
My response is always the same.
If you're having trouble getting a budget
it means that you're asking for a budget incorrectly.
There are a number of ways to do it
but I'll share with you two very simple
but tactical approaches to getting a budget.
The first part is that after having gone
through their challenges,
you just want to ask a simple question
like do you have a budget for this project?
They may or may not.
They may or may not be forthcoming with that information.
But let's just say that the prospect says no.
They don't have a budget.
Then you revert to the range budget question.
That would sound something like this:
George, based on what you've told me,
a solution to your challenges
would range anywhere from $10,000 to $50,000.
Where in that range could you see yourself,
if at all?
That's a much easier question to answer.
Number four.
Stop trying to close them.
It's time to take the pressure off the situation
at all times.
Any time a prospect feels pressure to buy from you
they're going to be very likely
to give you an "I want to think it over."
You need to be totally comfortable that some sales
are going to end in a no.
In fact, that's really great
because if you get no's instead of think it overs,
you're ultimately going to be getting
far more yeses in the long run.
You don't need those high-pressure closing techniques.
You just need to ask good questions
throughout the selling situation
to get on the same page with the budget.
If you do this, there's no formal close.
All you're doing is just determining
the logical next step.
There is what every sales person must do
to avoid "I want to think it over."
I want to hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section.
Get involved in the conversation.
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