Prospect says “I NEED TO THINK ABOUT IT” and you’ll say…
How many sales do you lose every month when your prospect says “I just need some time to think it over”?
Here’s how to stop that from happening so you can close those deals.
The first thing you have to learn is how to get them to let their guard down when they say that.
If you throw out a rebuttal like, “Well, what do you have to think about?” what does the average prospect do? They get defensive and throw out more objections, right?
That’s because “I want to think it over” is not a real objection. It’s a defensive mechanism where they don’t want to reveal the real objection.
What you really want to do is help them tell you what the real objection is, so you can help them overcome it.
THE FIRST THING TO DO IS AGREE WITH THEM.
You: Yeah, that’s not a problem. What’s your time frame on getting back to me in the next day or so, just to see if I’d be available? (Raises status)
Prospect: Oh, I can probably call later in the week…
You: Well, I’m not sure if I’d be randomly available like that with my schedule. What I can do, if it helps you, is if you have your calendar handy, I can pull up mine and have you book a specific time. That way, you don’t have to chase me down and vice versa. Would that help you?
(NEPQ Calendar commitment)
Now their guard is down. And why? Because they think you’re going to leave. Right now, they don’t feel any sales pressure because they think you’re going to leave.
AND HERE IS WHERE THE MAGIC BEGINS!
Now here’s what you’re going to do.
You say to the prospect, “Now, before I go, what were you wanting to go over in your mind, just so I know what questions you’ll have when we talk tomorrow?” (Curious tone) Verbally pace this out
Prospect: This is a big decision and I need to know if we have the money for it…
Now you know it’s a money objection. So you can go right into money objection handling before you even get off the call with them. And remember, their guard is still down because they still think that you’re leaving the call.
See how easy it is to find out the real objection?
I hope this helps you out on your sales journey.