Sales Tip of the day.
This one is for the sales guys out there. You all here it. ” I want to think about it.” Here is a question I received today.:
“Tom what is your take on “i want to think about it” objection. some people say it is an objection others say it is a stall…I know you do things differently from others, would the the objection destroyer on this with anchoring solve this objection as there are so many bad examples of how to handle this…. how do you make it work…”
Actually there are many people who need to think about decisions. If you try and use force in those situations then you will lose them.
I have a guy whose boss firmly believes that if they don’t sell on the first appointment that the client will not buy. That is the sales guys problem not the client. It is because all they know how to do at that point is push harder to convince the client. It means they cannot deal with this one simple little problem.
When this happens I take charge of their thinking.
Using the good anchor that I should already have set up I say this.
” Of course you do. I certainly want to make sure that what you want matches up with ( fire good anchor ) what we have for you”
Then I would follow up with a bridging technique we created.
” Until then, Lets say you decide we are a good match. The next step would be X”
Or
” Great, If you decide we are a good match what is the next thing you would need from me”
Think about that for a second. Think about a decision you are making and how you would usually decide. Now think about what information you focus on when I say that you know what you want and you should look at how what we have matches up with it.
You brain start sorting for what matches with their requirements.
Most people make decisions by sorting for what they DON”T want. When you take charge of that process and guide it to how it matches you have changes their thinking process to focus on the positive aspects of your offer.
Keep it simple!
