As salespeople, we’ve all heard those dreaded words, “Let me think about it”, at least once in our career.
Your sales prospect may have even followed up by saying, “I’ll get back to you”, giving you the false hope that they would actually call back and confirm the deal.
After waiting days or even weeks for your prospect to get back to you, you probably grew anxious and wondered if they had forgotten your contact information.
A few weeks after hearing no response, you were forced to come to the conclusion that they weren’t really that interested at all.
So, how do you respond to a prospect when they tell you that they’ll think about it? And how can you know if they’re really interested or not?
After all, it’s a logical response. You simply can’t tell them that they’re not free to take their time and think about the deal, right?
Well, when you consider the amount of time and effort that you put into prospecting just to lose the deal, it’s not unreasonable to ask your potential client to make a decision right then and there.
In fact, if a prospect is unwilling to say yes after spending time communicating back and forth, and sitting through a meeting, it’s because they were unconvinced by your offer.
In other words, you failed to persuade them.
Imagine shopping at a luxury clothing store to be quickly approached by the sales rep, who asks if you need help finding anything. As you look down at the article of clothing you just picked up, your eye catches a price tag of $400.
Rather than admitting that the clothes are way out of your price range, you may have responded, “I’m just browsing” or “no, thanks”.
Well, the same thing happens with sales prospects.
To save themselves the embarrassment of admitting they don’t have the money or can’t afford what you’re offering, sales prospects often lie and say that they’ll consider it or get back to you later.
Do you remember a time when you bought a product because you thought that you would never find it at a lower price? Perhaps you made the purchase during Black Friday or some kind of store-wide sale. Even though you could have waited to buy the item, you wanted to take advantage of the offer while it was available.
The opposite happens when you go to a store that never has deals or sales. You probably pass through without ever buying anything, knowing that the prices will remain the same whenever you decide to make a purchase.
As a closer, you need to be like the first store—not the second.
Despite having presented a great product or service at a great value, you may have failed to present the urgency of the offer.
Simply put, if your offer lacks urgency, so will your sales prospects.
There could be many other reasons why your prospect didn’t accept the deal. However, you’ll never know why until you ask them. If you accepted the words, “Let me think about it” at face value, you’ll be left in the dark wondering what happened.
This leads us to the question, “how can I know what my prospect really thinks?”
Before you begin, let the prospect know that you want to walk out of the conversation knowing whether or not they’re interested.
Ask them if they would do you the favor of giving you a “Yes” or “No” at the end of the meeting.
Also, let them know it’s okay to say no and that they won’t hurt your feelings if they don’t want to make a purchase.
By establishing these ground rules before the conversation, you’ll make them feel free to say no, which allows you to object or make a counteroffer.
If you forgot to frame the conversation and still want a decisive answer from your prospect, be direct with them.
Tell them that you know that the phrase, “I’ll think about it” really means no.
Ask them to be honest with you as you’ve been with them throughout the conversation.
Make them tell you Yes or No.
Once your prospect has told you “No”, you have an option that you didn’t have before.
Now, you have the opportunity to ask them why they said no and figure out what you can do to sweeten the deal.
9 times out of 10, the reason will be money. They may tell you that you simply don’t fit into their budget or that they can’t afford your services. Use this feedback to begin negotiations on pricing.
When you get a no from your prospect, you’ll also have the opportunity to ask them why they approached you in the first place.
Ask them why they even came to the meeting and what they hoped to hear from you.
Then, you’ll be able to return to their initial pain points and drive home your offer a second time—but this time with more information.
Prospecting and finding sales leads can be a truly exhausting process.
The worst part about prospecting is that plenty of time and effort can be wasted on a potential customer, only to find out that they are uninterested or unqualified.
Sales Buddy eliminates the guesswork from sales and finds hot, qualified leads and passes them on to your salespeople to close.
As you focus on closing, our lead generation machine will keep your Inbox/CRM full of leads to close. By saving time on prospecting, you’ll have more time to close more deals and make more money.
To learn how Sales Buddy builds you a state-of-the-art MarTech stack and uses professional content creation to promote your brand and get leads, schedule a quick chat with me, today.
"As a business owner, I put big money into sales and marketing without ever really knowing what results I was going to get. Tired of this ambiguity, I decided to create a new kind of sales support company: one that provides a guarantee.
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