How do you respond after you offer your product or service, and the prospect says . . .
I want to think about it.
Don’t you hate hearing that?
Myth: Thinking it over is a real objection.
Fact: Thinking it over is just a stall.
The only way you’ll make the sale is if you:
- Find out what the true objection is, and
- Creatively overcome it.
Here’s how to respond when the prospect says he wants to think about it.
You: Great! Thinking it over means you’re interested, right Mr. Prospect?
Prospect: Yes, I am.
You: You’re not just saying this to get rid of me, are you? (said lightheartedly)
Prospect: Oh, no. Of course not.
You: (seriously) You know, Mr. Prospect, this is an important decision. I’m sure you agree with me. Is there anyone else in your company you’ll be thinking it over with? (Meaning: Is he deciding alone, or are others involved?)
Prospect: No, just me.
You: I know you’re an expert in ___ , but I’m an expert in ___ . In my experience in the ___ industry over the past 3 years, I’ve found that most people who think things over develop important questions that they may not have answers for. Why don’t we think it over together, so that as you develop questions about the ___ , I’ll be right here to answer them? Fair enough? Now, what was the main thing you wanted to think about? [Now you'll begin to get the real objection.]
If the prospect said he was going to think it over with others, you must think it over with all parties in the same room.
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