To date, there are 196 (and counting) responses to the:
What do I do when a prospect says, "I want to think about it"? question via a LinkedIn discussion group that I am apart of.
Over 99% of the responses are the same old flawed sales tactics that cause prospects to become defensive while evaporating the trust and rapport a sales person needs in order to have long-term success and loses more deals then it wins.
Here are the three (3) top NON-RECOMMENDED responses that are being given as “advice”:
- What do you need to think about? (or some version of the question)
- Go ahead, I’ll hold.
- Setting a date to call them back after they’ve “thought about it”
Asking the prospect what they "need to think about" is confrontational.
Saying, "go ahead, I'll hold" dismantles any rapport you've built.
Giving them "more information" and then setting a day / time to follow back up with them leads to chasing dead wood.
Instead of having “rebuttals” prepared for the “I want to
think about it” stall / objection, maybe it’s time to realize that the
way you were taught to sell…they way we were all taught to sell
(contact, present, handle objections, close) is part of the problem.
By knowing what questions to ask, why to ask them, when to
ask them, who to ask them to and how / what to do with the responses
given, you will eliminate 90% or more of the false stalls / objections
before they happen.
Don’t misunderstand me… Objections will never go away and I
absolutely love objections because I know that once I identify a true
objection, all I have to do is solve it to the prospects satisfaction
and I’ll have a deal to write up.
But “I want to think about it” is a stall / blow-off and
not an objection. And it’s one that if your prospects are giving it to
you, take it as an "air raid siren" letting you know that it’s time to
update your sales process. Something to think about.
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