So you’ve completed your business presentation and you’ve transitioned into asking for the sale and your prospect says ‘looks good but I’m not looking to get started today and I’d like to think about it’
You’re sitting there going ‘what the heck do you need to think about?’
Well, if you don’t ask then you’ll never know and if you don’t ask for details then you’ll have a hard time helping them with their thinking.
So ASK in a nice non threatening way.
Here’s what I would say if someone told me they need some time to think about it:
First, qualify the sales objection and make sure they do see an opportunity with you. (You don’t want to waste your time if they’re just saying that because that want an out)
‘Sure John, I can appreciate you needing a bit of time to think on it, but help me clarify something. Are you truly seeing an opportunity here and you just need some time to think on it? Or are you just saying you need to think about it because you don’t see an opportunity and you don’t want to seem as if you’re blowing me off?’ (insert a cute laugh)
This is exactly how I would qualify this and start handling this sales objection. This saves time and wasted follow up because do you really want to spend more time with someone that’s not interested?
Heck no…. your time is better spent finding people that are looking for success.
Find out what they need more info on
If they say they need to think about it, obviously they have unanswered questions and the last thing you want is them Googling stuff.
So find out what they need and get it to them.
Here’s what I say:
‘Okay cool so you just need to think on a few things. Awesome. Can you share what you need to think about? I typically know that when someone says they need to think about it, they still have some questions and I want to make sure I get you all the information you need to make a good decision with our team. So what exactly is it that you need to think about?’
This is where you’re gonna be helpful. Don’t be weird or too pushy, be helpful when handling this sales objection.
Naturally if you’re cool and sound helpful, they’ll tell what they need more of.
Here are some reasons that may come up and I actually have a training on each that you might find helpful.
– I need to talk to my spouse
– I don’t have the money
– I’m not sure I’ll be successful
– I want to test the market first
These are pretty much the only reasons that are rolling around their head when it boils right down to it.
