7. February 2011 18:03
How do you respond when a prospect says "I want to think about it"?
By eliminating it from being an option!
Late 2010, I responded to a sales question on one of the LinkedIn Sales Groups that I'm a member of.
The question was: "How do you respond when a prospect says "I want to think about it"? and my response was "If you follow the right sales process, you should never get the "I want to think about it" response
". Most sales reps vehemently responded to my post saying that it's impossible to eliminate this objection from happening.
Enter: Jeffrey Gitomer
My response even caught the attention and interest of Jeffrey Gitomer
(Author of the best seller: Little Red Book of Selling
) and led to a one-on-one conference call between Jeffrey and I where I explained the exact steps to take in order to eliminate this objection from happening to begin with.
The call was turned into a podcast that you can listen to learn how following a strategic sales process will eliminate this objection from derailing your sale.
Listen to the podcast here