Increase Your Sales Faster Dealing
with "I'll Think It Over"
by
Alan Boyer
Do you frequently hear this from a prospect?
"I'll Think It Over."
What does this mean? It usually means that either...
The prospect doesn't know how to say No, or There are real questions he
doesn't have the answers to that he will be looking for. He might want to
price shop. Some clients are just procrastinators; they don't make quick
decisions, or will never make a decision. and Something was missed earlier
in the sales process.
So, could this have been avoided before it got this far? Possibly. The
problem is that the longer the prospect delays, the less likely you'll
close this deal. I see sales close ratios go up when my clients start
using dealing with this before it happens, and handling it quickly when it
does happen.
When your hear "I'll think it over," it is an indication that a step in
the sales process was missed by not clarifying what the prospect's
decision making process was and when a decision would be made. Following
the sales process step by step, and making sure that the prospect has
discovered all of the right answers for himself before going for the close
can increase your close ratio by multiple times. If you are hearing this
frequently it is an strong indication that something is missing in your
sales process.
Let's break this up into:
- How could we have avoided this?
- Dealing with it now that you've got it.
How Could We Have Avoided This?
During the sales process make sure to ask a few key questions:
- If the prospect can make the decision, or does he have to check with
someone else.
- What is the decision making process? What is his major concerns? If
they are all answered is there any reason that he wouldn't move forward?
Then restate the situation: "Let's see then, if [this problem, or that
problem were resolved]... then you would decide to move forward?" (Now
you have an agreement to make a decision and move forward if all of his
questions are answered.).
- Is Price the major concern or is one of the other concerns he stated
more important? (One last check on his concerns).
Dealing With It Now That You've Got the Stalling Tactic
"That sounds reasonable. You know, when I hear that I become a little
concerned that something is bothering you. Is there something
- You're unsure of
- Your still looking for or
- I didn't answer to your satisfaction?
Some other questions:
What is it that you're still looking for that I might be able to
clarify now? Would you share your concerns with me?
This will frequently get the prospect to open his concerns to you
rather than walking away. Then provide the answers that are needed to
close the deal.
Don't argue with anything the prospect says. Provide a logical,
positive answer.
The longer the prospect delays the less likely you will get the sale.
And, if the prospect didn't really need your product and didn't know
how to say no, you'll clear this up quickly so that you don't waste your
valuable time. There is nothing more frustrating than calling a client
over and over to hear, I'll get back to you .... later and it never
happening.
Following these steps you will see your sales increase FASTER.
Alan Boyer, President, of The Leader's Perspective,
LLC, one of the world's leading breakthrough specialists, helping
companies find the breakthroughs that multiply them in weeks. His small
business clients often double, some have jumped 10 times.
Helping companies worldwide reach further than they
EVER thought possible...FASTER
http://www.leaders-perspective.com/
Contact Alan at
AlanBoyer@leaders-perspective.com
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