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Originally Posted by Agent Smith
In a nutshell, statements like this indicate that the buyer has an unvoiced concern that needs to be resolved.
Yes.
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It might indicate that to you. And I respect that. But it doesn't indicate it to me. I sell with a system. Most people who are in sales at all levels have a routine--but it is a minority that uses a system. Or--perhaps they have not learned a bonafide selling system, or currently lack the experience and knowledge to develop their own. Things take time.
When someone says to me that he wants to "think it over", that "indicates to me that I am
excluded from the deliberation process. That further indicates to me that the sales process is paused or ended. I file that as "no". To me it is a current reality--a current truth as I perceive it. Truth can change and--yes--it is possible for me to get the sale in the future.
Further, my system of selling probes "unvoiced concerns". I invite them to be voiced. Certainly if we can detect them through "indication", then we need to have the skills to get them out in the open. As you know, some sales take more than one session. But the process remains. "One call closes" are not alway realistic. My system employs a method to set the stage for subsequent meetings if necessary.
The deliberation process resumes with me present.
My conversion rate is, and has been, inordinately high. Systems like I use take a long time to develop--and they take discipline. So do other systems that are marketed or sold through training venues.
