I want to think about it.

"What other information can I get for you?" The most important thing here is that it is NOT a Yes/No question... make him or her tell you what's on his or her mind.

When customers tell me "I want to think about it" that tells me I've pushed too fast through the sales cycle and forgotten to get the customer emotionally (and subconsciously) excited about experiencing the value of "yes" before I ask for "yes." When customers have already made the subconscious decision to buy, there's nothing to "think" about. At that point, "I need to think about it" often means "Help me figure out how to get what I want safely."

it all depends, but i always start with
I completely understand i wouldn't expect you to make a decision without thinking about it. and then i go from there depending on what has happened beforehand. I believe if you have the same response everytime you will have limited success.....

Well on a scale from 1-10 (1 being you're not even thinking about purchasing a vehicle, 10 definetly will purchase) how close are you to buying a vehicle from me today?
"response: 2"
What can I do for you to make that number much higher?

Quote:

Originally Posted by MissJackson

Well on a scale from 1-10 (1 being you're not even thinking about purchasing a vehicle, 10 definetly will purchase) how close are you to buying a vehicle from me today?
"response: 2"
What can I do for you to make that number much higher?

I read about this particular technique in Ziglar's "secrets of closing the sale".. he added, if your prospect answers anything less than a 7, your problem is in the product demo. You have not made them excited about the product.

If they answer 8 or 9, you can continue with the closing process.

I personally would expect that I didn't get to the person that makes the final decision and that the person who says this usually has to get someone else to sign off on the deal..

Mr. Customer,

We discussed that "x" is the problem that you were trying to resolve.

We also agreed that my product addressed "X".

Have I overlooked any details?

THen to clarify, what part of this proposal would you need to give more consideration?

I want to think about it.

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