That sounds great, but let me think about it.
Oh crap. If you're the sales rep on the other end of the line that just heard your prospective client say, they need to think about it you might be screwed unless you watch this entire episode, because I actually have one solid sales strategy that could help you save the sale.
In this episode, I'm sharing with you what exactly you need to say on the sales call when your prospective client throws up the sales objection, "I need to think about it."
Here's the thing, when your prospective client says on the phone, "I need to think about it." You really have one of two options. Option. Number one is to do the knee-jerk reaction, which most of us who are just skilling up in sales tend to revert to. And that is to say, "Okay, great. When can we circle back?" But before you do that, I want you to understand that intensive studies have been done to show that most humans cannot retain much information within a 24-hour window. In fact, about 70% of what was shared will be completely forgotten by your prospective client by the time you do circle back, that is of course if you can actually get them to reschedule. So I do not want you to do this. Instead, I want you to go with option number two.
Option number two could help you save the sale. But before I break it all down for you, let me just say this. Usually when someone says to you, "I need to think about it" it's for one of two reasons. Number one is because they truly, really aren't interested. If they really can't use, need, afford, or truly want what you have to offer they're not actually a prospect, they're a suspect. And because we don't want to be pushy salespeople, and we're not trying to sell things to people that are not a good fit, then we just kindly let them go. And we move on to the next qualified prospect.
Now, the second reason someone might say that I need to think about it is that they truly are interested, but they're just still not sure. So what you say to them is, "Okay, I hear what you're saying. You need to think about it. I get it. I might've been sharing a lot of information with you and this is quite an investment. So it's only fair to think about it. But what I know to be true from speaking to many clients is that usually when someone says they need to think about it, it's because number one, they're really not interested, or number two, they are interested, but they're just not sure. Which are you?"
And then you just zip it, keep it quiet and let them respond. Again, if they say I'm not interested, then we're done here. If they say they are interested, but they're just not sure. Then you say something along the lines of, "Well, where did I lose you?" Keep it open to ended and let them give you their answer. Now, if they're just like, "You know, it was just a lot of information. I just need to process it. I just, I really need to think about it." Then, here's what you say next, "I understand that it's a lot to think about, but typically what I see with clients is that it's one of three things. Either this opportunity is not a good fit, something about the way that the service or the offer functions don't really work for you, or it's out of your financial wheelhouse, which is it?"
Now, this is your time to just keep quiet and listen. If they say it's not a good fit, then of course we are done here. They are no longer a prospect, and we move on. If they say that it has something to do with the terms or the conditions, something to do with the function of the delivery of the solution to the problem that you are helping to solve, then have an open and honest conversation around that and see if there is some wiggle room for you to possibly make a negotiation. Let's imagine that they said, "Yes, it's a great fit." Now you walk them through function. "Okay, well, on our call, we've talked about the various terms and conditions and the way that this service or offer will be delivered to you. Does that work for you?" If they say yes, great. We can just move on to finances.
If they say no, this is your time to just kind of keep quiet and hear them out and then decide if there is some wiggle room for you to negotiate. If you're selling coaching services, maybe they're wanting an extra coaching call, or maybe you could add an additional bonus, or if they're needing a shortened timeframe, maybe you and your team could deliver in a shorter time. Hear them out and then see if or how you might be willing to accommodate. And finally, if they say it's their finances, you also have the opportunity here to make a few changes about your price point, if you so choose, or if they're coming back at you with a sales objection that "Look, this seems like a great offer, but I really feel like your prices are too high." Then I want you to watch this episode next.