THE KISS OF DEATH IN SALES

So, you've put in the hard work, you get to the end of your presentation and your prospect says…

“I want to think about it”.

In sales, this is regarded as the kiss of death.

If your focus is on the product and not your customer, most likely you will come up against this a lot.

I’ve seen it stop many salespeople dead in their tracks.

The interesting thing is “I want to think about it” isn’t a real objection.

It’s something called a?smokescreen.

A smokescreen is something a prospect says, that hides or covers up the real underlying objection or area of concern.

So how do you deal with it?

Well, what works for me is…

I re-engage with my prospect by getting their full attention with a reassuring touch on the forearm or the shoulder.

People understand our words better if we touch them.

Some salespeople think?physical interaction?with a customer will be awkward and unwelcome.

I am a touchy-feely person, pretty good at reading people and building instant rapport.

My friendly gesture is rarely misinterpreted.

Of course, I always pay close attention to any signals that someone might be uncomfortable with being touched.

I want to make sure I respect their boundaries and don't increase their discomfort with having already knocked me back.

Then, I will look them in the eye, lower and soften my tone of voice, and say…

“Sure, I understand.

Not a problem.?

I’m just curious though, what other issues or concerns do you have that I’ve not yet answered for you that would make you feel more comfortable?

Come on, you can tell me, what's on your mind?”

That way they don’t feel pressured into saying yes to the sale.

Instead, they feel encouraged to open up and tell me the truth about why they are hesitating, and what it is that’s holding them back.

I want to gain their trust.

Get to the truth.

Find out what their real problems are.

I’m hoping to hear from them what I need to know so I can tell if this is going to be a good fit or not.

If we’re not a good fit, I won’t push, I will simply disengage and part company on good terms.

After all my purpose is not to get the sale at all costs.

My goal is to guide and encourage my prospective customer into making a buying decision that is in their best interests.

I'm sure, just like me, you want to sell to people who enjoy dealing with you, are happy with their purchase, and who spread the good word about you and your business to their friends and associates.