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i would respone to your post but.. Im gonna have to think about it...

by SalesGod
14 replies
Im bored and always like to start a good discussion about sales. I also like to give tips to new sales people so id like to direct this to those who haven't been in the business very long and also would like some experienced sales people to chime in and put some great info on the board. Its the most common objection in sales however most new salespeople still struggle with this one. I want to hear how YOU overcome the " We want to think about it" objection. Ready go!
#gonna #post #respone
  • Profile picture of the author SalesGod
    yep I spelled "respond" wrong in the title. even god makes mistakes jk
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  • Profile picture of the author kenmichaels
    Originally Posted by SalesGod View Post

    Im bored and always like to start a good discussion about sales. I also like to give tips to new sales people so id like to direct this to those who haven't been in the business very long and also would like some experienced sales people to chime in and put some great info on the board. Its the most common objection in sales however most new salespeople still struggle with this one. I want to hear how YOU overcome the " We want to think about it" objection. Ready go!
    "Of course you do, so tell me ... what part are you thinking about?"

    ... and now you're back in game
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  • Profile picture of the author SalesGod
    great reply. this should be a interesting thread
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    • Profile picture of the author savidge4
      I didn't spell "respond" wrong in the title. As for the question at hand... ill have to think about it.
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  • Profile picture of the author tryinhere
    First are you talking sales as in person to person or is that telemarketing / telephone sales ?

    As in Person to person Sales, In general If for some reason I do get a we need to go away and think about it, to me that's fine and it is all low pressure.

    Just the other day ( and it is rare I get a " We need to think it Over " My response "that's fine, go home and have a think about it and if you want give me a call or drop back in"

    The immediate response was "You know what that's fine, we can pay a deposit now" and I closed a 10K cash sale on the spot, more often than not you will get success with this over above lowering colours or grovelling for the sale which if done wrong can push the sale away.

    So don't be scared to low stress it if you do get a we need to think about it and be prepared to push away a little, but if your getting to many it should ring some alarm bells to some part of the product or process needs refining.
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  • Profile picture of the author SalesGod
    Interesting. I like the replys
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  • Profile picture of the author jamesfreddyc
    Get them to commit to only give a yes or a no before proceeding. Anything else is just not acceptable.
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    • Profile picture of the author SalesGod
      Originally Posted by jamesfreddyc View Post

      Get them to commit to only give a yes or a no before proceeding. Anything else is just not acceptable.
      I agree. Great advice thanks for taking the time to post your input.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by jamesfreddyc View Post

      Get them to commit to only give a yes or a no before proceeding. Anything else is just not acceptable.
      James;

      We tested that exact method over a long period of time, over a year. Our closing percentage didn't change. And we still got the same objections at the end.

      Intuitively, this idea sounds great. In practice, the prospect will agree to it, because they haven't seen the offer. But after the presentation, they will give the same objection...whether they initially agreed to a decision or not.

      A similar method is to get them to agree to being able to afford it, before you start the actual presentation. Giving the price, terms, deposit....up front. And they tell you, "Yes, if I like what you have, we can afford it, and I'll buy it".

      This only slightly increases the likelihood that they will buy. Why? Because the reason they buy is that they really really want what you are offering. And these "up front contracts" have nothing to do with their desire to buy. Their decision to buy is independent of any agreement they may have made up front. That up front promise isn't part of their decision making process.

      Anyway, that's my experience.
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  • Profile picture of the author Michael Nguyen
    I've been taught, that the secrets to sales is to always retain control. If you leave the client with the control, they will control when you get paid.

    In the past when I got the "We want to think about it", I would say:

    "I understand you want to think about, please share with me MAIN concern"

    It all usually comes down to price.
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    • Profile picture of the author SalesGod
      Originally Posted by Michael Nguyen View Post

      I've been taught, that the secrets to sales is to always retain control. If you leave the client with the control, they will control when you get paid.

      In the past when I got the "We want to think about it", I would say:

      "I understand you want to think about, please share with me MAIN concern"

      It all usually comes down to price.
      "If you leave the client with the control, they will control when you get paid."
      I love that line! lol well said
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      • Profile picture of the author Claude Whitacre
        If they want to "think about it", it means you have failed to generate enough desire for your offer, to overcome their inertia of doing nothing.

        There is no close that will overcome a lack of desire to buy. Trick semantic closes only work on the simple minded, and for low priced offers.

        If they say they want to "think about it", at the end of a presentation, you may be able to separate the "almost sold" from the "barely sold", by giving them a minute to talk about it (if more than one), or ask a few questions, if they are alone.

        Some prospects just need time for the idea of buying to soak in. So, you can keep the conversation going, until the decision jells in their mind.

        Asking what they like the most about your offer, helps at that point.

        Think; When was the last time you gave an objection to buying something that you really wanted to buy?
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        • Profile picture of the author qu4rk
          Originally Posted by Claude Whitacre View Post

          If they want to "think about it", it means you have failed to generate enough desire for your offer, to overcome their inertia of doing nothing.
          Claude, what would you say the best way is to go about building desire? I have most your books & I don't remember a section per se about building desire. If you know of any resources to help build desire, that would be great.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by qu4rk View Post

            Claude, what would you say the best way is to go about building desire? I have most your books & I don't remember a section per se about building desire. If you know of any resources to help build desire, that would be great.
            People want to buy something (assuming they didn't want to buy it before they talked to you), when you match their wants with your offer. The match has to be perfect, in their mind.

            The answers you are looking for are really scattered in the book One Call Closing. There just isn't a separate chapter on it. Building desire to buy isn't a step in the sales process. It's the purpose of every step in the sales process.

            Building desire to buy is part of every step of the sales process, from greeting, qualifying questions, talking about money, comparing to what they already have, building value (almost the same as building desire), and matching the offer precisely to their situation.

            The entire book could have been titled; Building a burning desire to buy what you are selling.


            You want the shorthand in building desire?

            Show them that;
            Everyone wants what you are offering. Everyone in their group is buying.
            Not everyone can get it. It's either exclusive to a group they are in, or they need to qualify for it. Or both.
            It matches them perfectly. It's just like this one in a million chance that they just lucked into finding what you sell.

            Now, they are salivating...on the edge of their seats......with lust for your offer. Believe me, it's beautiful to watch.


            Everything you do with a prospect, from the second they meet you...to the second you are gone...either increases the desire to buy, or diminishes the desire to buy. Everything. And there are a thousand things you are doing, during a presentation. Some of these you are completely unaware of (as is the prospect)......but nearly everything is under your control. Every gesture, every choice of word, every inflection, the structure of every question you ask...matters.

            And everything the prospect perceives either helps or hurts building their desire to buy.
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