I want to think about it

ESISS.com

[quote=jrboyd;38550]If they have to think about it then they aren't sure about something. It's either the product your company or you as a salesman. OR you skipped steps and didn't build enough value in the presentation. People who don't think one of those 3 is worth it are scared to tell you no. Instead they will usually say "Give me some time to think about it." Find out what they need to think about. Reduce their concerns to the ridiculus. Also get some sort of commitment from them before you even get to the close.

I agree 100%. There are two reasons and only two reasons prospects don't buy. Either they believe they can't afford it or they don't see the value of the product.

Skip Anderson

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With all due respect, ESISS.com, I'm going to have to disagree. People see value in all kinds of products that they decide not to buy, even if they can afford it.

But the thread isn't about why people don't buy, it's about how to handle "I need to think about it."

Especially in in-home selling, prospects often say "I need to think about it." And the biggest reason for that is...

STATUS QUO PARALYSIS.

They're afraid to make a change or a commitment. This can paralyze the prospect into doing nothing (which is really a decision, even though they don't think it is).

A prospect may want something, they may need something, and they may have the money or credit to buy it, but they still say they need to think about it. Many times, this is an auto-response customers have developed. Sometimes they really do need to think about the purchase (and if your prospect is one of those people, it is advantageous to understand the details of what their thinking needs to be), but many say it without meaning it, and still others say it because there's something they don't like about you, your company, your price, or your product/service. But many say it because they're paralyzed and are stuck.

So hearing "I need to think about it" is not necessarily a road block to the sale, and if the salesperson is highly skilled, it rarely will be, but it's something that should be understood and able to be handled by everyone in sales.

Skip Anderson

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Ace Coldiron

This is an interesting thread and I thought I gave it full attention. Evidently I missed the above. I read your entire post to make sure that I would not respond out of context.

No-- selling is not about reducing other people's concerns to the ridiculous. I think that it's important that newcomers, or the unitiated, learn that from the get-go. I don't like to see that type of advice on a site that is becoming a definitive source for sales education. We all have different ways to sell, but when advice is being offered that relegates clients or prospects to having sub par minds just because they are the prospect and we are the seller, I think we've lost touch.

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jrboyd

Dont use it as manipulation. I don't mean that if they don't buy from me then they offended me. I mean that since I met their terms and then they change terms of the contract after getting where they said they wanted to be then what are they trying to do today. Otherwise you get to their terms then they want a better deal, and a better deal, and a better deal and you get no where.

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DIAMONDSTAR

Moving right along, making the assumptions that our client is properly qualified, with cash our credit, we have the right client / right price, & a reasonable assumption that our prospects like the sales person and in addition we have an assortment of minor agreements & trial closes under out belt at this point as well we have overcome any objections, I was curious what auto responses some folks were using when they encounter this I want to think About It.

rattus58

You mean the awwwwe dang... why'd you go and do that auto-response. I don't care how often I've rehearsed this... it always FLOORS ME! It's always an aw chit moment. But Why? has been my usual response... as LAME AS IT IS... and it is INVOLVATARY..

I do recover... While they are saying to me such things as.. cuz I want to evaluate this, talk this over with the wife etc... check out the competition etc... I usually don't look at this as a request for information... I consider this a life or death event for my sale... it usually means that I've really totalled this sale.. probably at a high rate of speed too boot... with no survivors.

"John, you said that making sure your family was financially secure was important to you.. "most important.. I think were your words, has anything changed in that regard?" Yes/No ... Yes... back to questioning... No... "John if you still wish to make sure your family is able to maintain their lifestyle through a reasonable adjustment period, are you still on board with your education goals?" John= "Of course...". John have we been too generous with our budgeting here? Would you be more comfortable with a less generous budgeting for this? Etc etc till we get to agreement... and that agreement will be... either a new meeting to move forward with a lower premium... or it's liable to be an agreement that my flight number was kamikaze 001.

Aloha...

rich34232

I think we are wasting a lot of precious time and I throw these percentages out to make a point 2% of the 2% that that really must think about it.

Those that really have to think about it are a very very small percentage of those that use this as an excuse. Concentrate on guiding the others into a good decision instead of concentrating on why the smaller percent really need to think about it.

The ones who really have to think about it will call back within the next few weeks to move forward. If they do not make the call to them to see if they have moved forward or still debating.

If they went elsewhere you know it was the process and a smoke screen if they are debating the phone call shows you care about them.

marky

This thread has thrown up some really good responses, advice and guidance and it seems as though you would do your utmost to make the sale 'now', but what happens with the prospects who you don't close on the day?
Not all prospects buy on their first meeting, and we don't all have 100% closing ratios.
(Maybe those prospects that have other products to consider as well as yours or those that find it really hard to make a decision without mulling it over are the ones that we don't always close).

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