How to Close Prospects who "Need to Think About It"
Every salesperson has heard some variation of the "I need to think about it" or "I need to sleep on it" objection.
Let's be clear, these are nonsense objections.
But, nonsense or not, as a salesperson you've got to handle the objection all the same.
You have two options (most salespeople take the former).
1. Allow yourself to be stumped by the objection
2. Tease out and squash the REAL objection hiding behind "I need to think about it"
Let's be logical.
When a prospect says "I need to think about it", they're really saying one of four things:
1. They're not confident in the salesperson (you)
In other words, you've failed to demonstrate to the prospect that you have their best interests in mind. Or, it may be that you haven't adequately understood or appealed to your prospect's core beliefs about themselves or their business.
2. They're not confident in the business you're selling for
Put simply, you've got to lend credibility to the company you're working for by seeding little bits of information about the company throughout the call. In particular, referring to different aspects of the business and statements such as "Just this morning, I was talking about this same issue with Lucy from our marketing team" are brilliant strategies.
3. They don't like the product
Whatever you do, don't leave the product to the end of the call. The trick is to talk about the product BEFORE the prospect starts to ask about the product.
Eliminate the prospect's objections before they can properly raise them with casual statements like: "Oh, so you're having x problem? Yeah, our clients have had great results using our product to solve that particular issue... Anyway, what else are you struggling with?"
4. They're not convinced about the outcomes/results provided by the product
The fact is, prospects are going to be at least a little bit skeptical if you're all sunshine and daisies when talking about the results of your product. So here's what you do: Be negative, then positive. Again, squash your prospect's "what if it stops working?" objection before they can properly verbalize it.
Tell your prospect: "If you're expecting everything to work perfectly all the time in business, you're kidding yourself. If the product stops working, here's what we do ... In fact, these transitional periods are often where the real growth happens. But anyway, here are the results our clients have experienced when the product IS working - and believe me, they're amazing."
I hope you guys have enjoyed this foolproof, step-by-step guide to creating massive trust and confidence in each of these key areas.
Eliminate those frustrating and silly objections and watch your sales numbers skyrocket!