Customer Says, “I Want to Think It Over.” You Say… [Sales Tactics]
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- Опубликовано: 28 май 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Avoid “think it overs” in the first place with value.
When a customer says, "I want to think it over," in many cases what they're really saying is, "I haven't seen enough value from this conversation to feel confident about moving forward right now."
While we can certainly deal with “think it over” objections once we hear them (more on that later), the most important part of the sale is to actually avoid hearing this phrase in the first place.
2. Ask about decision-making up front.
One of the biggest mistakes that salespeople make is failing to discuss the prospect’s decision-making process early on in the sales conversation. Then, when they go for the close, they're caught completely off guard by some additional steps that the prospect wants to take before making a decision.
3. Don’t react. Pause.
Let’s say you did a strong job up front and created lots of value for the prospect. You even discussed the decision-making process early on. But the prospect still says, “I want to think it over.”
Don’t react. Pause. Slow it down.
4. Acknowledge with a softener.
When a prospect gives an objection like “I want to think it over,” they’re automatically expecting a salesperson to push back. They’ve been in enough sales situations to know how the conversation usually goes.
What we want to do is actually flip that entire expected interaction on its head. The first thing you should do after you pause is to acknowledge what they said with what I like to call a “softener”-basically a compliment. Simply say something that acknowledges what they just said in a really nice way. Convey to them that you think their objection is reasonable and that it’s OK.
5. Clarify their why.
We want to understand why the prospect wants to think it over. Most salespeople are going to push back on “think it overs” with discounted pricing or by saying something really salesy and cheesy like, "Well, I can only hold the pricing for today" or, "I can only give you this great deal for the next few days."
It might sound something like this:
Pause. “That totally makes sense. Can you help me understand why you say that?”
Or you might say:
Pause. “Totally fair. Help me understand what your next steps are going to be to figure out whether this is a fit or not.”
Now you've taken all the pressure off them. They don't feel like they're in a confrontational situation. Give them an opportunity to explain why they want to think it over, and get some clarity into what their next steps might be.
Ask a number of follow-up questions here to really understand what their concerns are. Get all their worries on the table and really isolate them so you can either solve them, or at least hold the sale together with some clear next steps.
So, there you have it. Now you know how to deal with a customer who says “I want to think it over.” Which part of this approach did you find most useful for your own selling strategy? Be sure to share in the comments section to join the conversation.
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Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Can you give some examples of establishing the decision making process early? That would be super helpful. It’s the only one you didn’t do an example of. Thank you so much 😊
Great advice! I’m in car sales and 90% of prospects say “I want to think it over” and then end up never hear from them again. So frustrating
“Don’t react, pause.” Awesome tactic.
Been in sales for years, but to continue to listen to simple advice like " Pause" is so true. We all tend to get caught up in the moment of the process and need to slow it down. Especially at the back end. Great content and really helpful
let me give you a piece of advice then , when your in sales , wait til the the customer asks you , for help , dont go right in there and start pressuring them , its really annoying for customers . if they just want to look/browse , then let them.
@@rayn1ful LOOOL no, literally had customers who WANTED to be approached but got angry when they weren't. Always ask and offer assistance as an option, not a necessity.
@@Phasma6969 i have had times when i was shopping and i literally dint got into a store because i saw lots of sales people standing around and i knew they were gona come at me when i stepped in. so there would go the sales for that store for anything i may have bought but dint because i dint go in fearing the sales people would come at me.
also see my other comment on this video and see if you aggree.
Yep. Move at their pace. Let them feel the pressure by saying nothing at all. Usually they end up asking a qualifilying question on their own after that, when they do, dynamic is switched
Sir you are doing a marvelous job and really wanted to say, I'm quite intrigued by ur videos though today I'm listening u first time...one request, please make a video that how to digest this failure of calling more than 200 callers in day and kept doing every day
I want to think it over was killing me yesterday awesome video 🤘
Can you give me an example of the desicion making process?
These tactics totally makes sense! Great stuff as usual Marc!
Great job Marc - always good content.
Wow! Helps a lot. Thank u!
Thanks for the value!!!
Your content are amazing i have learn a lot from you.
Good one, Marc.
Thank you.. Its helps a lot :)
Show that enough value. Use a sales process understanding exactly the biggest problem of customer.
Discuss the decision making process. Acknowledge with softener. Give them a compliment. Totally fair. Totally Make sense.
Clarify their why?
Good value right there💎
That was Good 👏🏾💯
Beautiful,simply beautiful
It's starting make sense cover all bases that way you know exactly what went wrong. If I say I have think it over I really need to think it over I think slowly and don't trust my desition making skills.
GREAT!!!
Your videos are great. Do you have any material on how to hire and train sales professionals?
I would like to scale my business with the right team.
Very true
Brilliant Advice ps you sound like tony robbins! Lol its awesome
This video is EPIC
problems happen by this, customer says leave me alone please, sales person does that as the customer wishes but then the boss says , why are sitting around doing nothing , why dont you go help person , then you says they asked me to to leave them alone , then you get this whole cycle of nonsense.
If you are trying to make an unsolicited sale and you hear "I want to think it over", that is it most likely a "no", and you may actually make people feel uncomfortable about giving a negative.
What happens when its a email interaction
4 second rule, cool.
but how can you say...That totally makes sense then say help me understand why you say that....Didn't you just say it totally makes sense?
Agree and ignore them by agreeing you can simply change the subject to add more value
Applicable points but u repeating the one idea twice and then give example... That's What makes me skip in between... Don't do that please.
I liked concept of channel though.
GOD LOVES YOU ALL ❤
The dude comes across as a shyster....