Possibilities Unlimited

How to Handle the Sales Objection “I Want to Think About It”

If you sell a product or service, chances are that prospective customers have said to you: “Let me get back to you”, or “I want to think about it.” Here are some ways to overcome this objection.

Prevent the Objection
By improving your sales process, you can reduce the chances that you will hear the “I want to think about it” objection. You can do this by eliminating the reasons that a potential customer might say it. When they are unsure, it could mean that they are not convinced that they need a solution or that you have the right solution for them.

To help them see that they have a problem, ask them questions that will get them to recognize it. Once they clearly see that a problem does exist, they will want a solution for it and will be more open to learning about the details of what you offer.

Let the Lead Elaborate
If you do get the “I want to think about it” objection, you can uncover the reason behind it by pausing when you hear the objection and not speaking, or by saying “I am not sure I understand.” These methods will often cause the person to elaborate and tell you the reason for the objection.

For example, they might tell you that they need to speak with an employer or spouse first, are gathering information and comparing companies, or not interested at all.

Ask Questions
Another way to uncover the reason for an objection is to tell the prospect that you understand that they need to think about your offer and you probably would too if you were in the same situation. Then ask them a question to learn more about the objection. For example, the question might be: “what concerns do you have?”

Giving the Prospect Time
If you do give the prospect time to think about the offer, let them know you understand that more time is needed and recommend giving them a call the next week at a specific day and time to get their thoughts and determine how to move forward.

Confirm Your Solution
Before you ask for the sale, make sure that the potential customer likes the solution that you are offering. You are much more likely to get the customer on board and avoid the “let me get back to you” objection if they understand the problem, want a solution for it, and like the solution that you are offering to them.

Do you experience objections during prospecting that you think you could handle more effectively? A coach can help you to sharpen your prospecting skills and land more sales.

 


Ralph White
Business Coach, Author, Artist & CEO
310.372.8538 | Ralph@Consulting2Win.com |
www.PossibilitiesUnlimited.com | Contact

Click here now to set up an appointment to talk to Ralph.


 

July 9, 2017

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