"I Want To Think It Over" What Every Salesperson Must Do To Avoid This

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Overcoming Sales Objections Video Summary:

1. Overcome sales objections by stop trying to get "yes.”

Let’s be very clear about what a “think it over” actually is. “Think it overs” are really just a nice way of the prospect telling you “no.” Prospects don’t do this because they have a super nice agenda. They do it because they’re feeling a lot of pressure in the selling situation to tell you “yes.” That pressure is your fault.

If a prospect feels pressured to say "yes," then that means the salesperson was putting pressure on the prospect to say "yes" in the first place. Moving forward, instead of trying to get a "yes" from the prospect, focus on trying to determine if there's actually a fit in the first place. This means that the outcome of a "no" is also OK.

2. Overcome sales objections by helping them determine the value.

Many prospects say "I want to think it over" because they're simply not seeing the value in what you're offering. The distance between state they're currently in, versus the outcomes that you're offering them in the future, isn't a compelling enough distance to cause them to want to invest in your offering.

This means that during the sales process, you need to spend a lot of time helping prospects calculate the actual value of solving their challenges, and thus, investing in your solution. That means asking a question such as, "If you were able to solve the challenges that you mentioned to me, what would that mean to your organization?" (A little hint...be sure to get a dollar value answer here.)

3. Overcome sales objections by getting a budget before giving price.

One of the most common reasons that sales fall off track—even when a prospect is, in fact, eager and interested in buying from you—is lack of clarity around a budget. For years, salespeople have been telling me that they can't get a budget. This is simply not true. My response is always the same: If you're having trouble getting a budget, it means that you're asking for a budget incorrectly.

Now, there are a number of ways to do it, but I'll share with you two very simple yet tactical approaches to getting a budget. First, after you’ve gone through their challenges, you just want to ask a simple question like, "Do you have a budget for this project?" Now, they may or may not have a budget, and they may or may not be forthcoming with that information. Let's just say that the prospect says, "No. I don't have a budget."

Then you revert to the range budget question. That would sound something like this: "George, based on what you've told me, a solution to your challenges would range anywhere from $10,000 to $50,000. Where in that range could you see yourself, if at all?" Now, that's a much easier question to answer.

4. Overcome sales objections by stop trying to close them.

It's time to take the pressure off the situation—at all times. Anytime prospects feel pressure to buy from you, they're going to be very likely to give you an "I want to think it over." You need to be totally comfortable that some sales are going to end in a "no." In fact, that's really great, because if you get "nos" instead of "think it overs," you're ultimately going to be getting far more "yeses" in the long run.

You don't need any high-pressure closing techniques. You just need to ask good questions throughout the selling situation to get on the same page with the budget. If you do this, there is no formal close. All you're doing is just determining the logical next step.

Видео "I Want To Think It Over" What Every Salesperson Must Do To Avoid This канала Sales Insights Lab