Closing Technique
There is a powerful Closing Technique you can learn called the “I Want To Think It Over Close.” This technique may save this kind of a lost sale. You should know by now that when the prospect says, “I want to think it over,” they are really saying “good bye.” You know from your own experience prospects do not think it over. They do not sit there and carefully study your brochures and price lists with a calculator and a pen.
On the other hand, as many as fifty percent of the people you speak to are probably ready to buy at this point. They just need a little push. A buying decision may be traumatic for them. They are tense and uneasy, and afraid of making a mistake. They may be right on the verge of saying yes and they need the professional guidance of an excellent salesperson. But if you accept the “I want to think it over” at face value and depart, you will probably never get a chance to see them or to sell to them again.
This is how you use the technique. When the prospect says, “I want to think it over,” you appear to accept it gracefully. You smile agreeably, and begin packing your briefcase and putting your materials away. As you do, you make conversation with these words: “Mr. Prospect, that’s a good idea. This is an important decision and you should not rush into it.” These words will cause the prospect to relax mentally. They see that you are on your way and their resistance will drop as you stop presenting and trying to sell.
You then ask, in a curious tone: “Mr. Prospect obviously you have a good reason for wanting to think it over. May I ask what it is that you need to think over?
Remain perfectly silent, watching his face. Smile gently. Take a deep breath and let it out slowly. This is a critical moment and you have nothing to lose. If you leave, you have lost this person as a prospect forever. The worst thing that he may say is that he has no particular reason but he still wants to think it over.
In many cases, he will think about it for a few seconds, even a minute or longer, and then he will give you his final concern or objection. He will finally tell you what is really on his mind. Often they will tell you the real reason why they are hesitating.
If you can now satisfy them on this final condition, you can go on to conclude the sale. You can say, “Mr. Prospect, what if we could do this…?” Or, “I think there is a perfect answer to that question.”
Here are two things you can do immediately to put these ideas into action.
First, memorize the words of this closing technique and practice it as you would for a play or movie. Role play this technique with someone else every chance you can. Then the very next time you hear those words, “Let me think it over.” try it out. You will save sales that might have been lost forever.
“Remember, Success is Always Within Reach”
#terry ogburn #entrepreneur #Business #Business Development #Business Sales #business coach #business coaching
On the other hand, as many as fifty percent of the people you speak to are probably ready to buy at this point. They just need a little push. A buying decision may be traumatic for them. They are tense and uneasy, and afraid of making a mistake. They may be right on the verge of saying yes and they need the professional guidance of an excellent salesperson. But if you accept the “I want to think it over” at face value and depart, you will probably never get a chance to see them or to sell to them again.
This is how you use the technique. When the prospect says, “I want to think it over,” you appear to accept it gracefully. You smile agreeably, and begin packing your briefcase and putting your materials away. As you do, you make conversation with these words: “Mr. Prospect, that’s a good idea. This is an important decision and you should not rush into it.” These words will cause the prospect to relax mentally. They see that you are on your way and their resistance will drop as you stop presenting and trying to sell.
You then ask, in a curious tone: “Mr. Prospect obviously you have a good reason for wanting to think it over. May I ask what it is that you need to think over?
Remain perfectly silent, watching his face. Smile gently. Take a deep breath and let it out slowly. This is a critical moment and you have nothing to lose. If you leave, you have lost this person as a prospect forever. The worst thing that he may say is that he has no particular reason but he still wants to think it over.
In many cases, he will think about it for a few seconds, even a minute or longer, and then he will give you his final concern or objection. He will finally tell you what is really on his mind. Often they will tell you the real reason why they are hesitating.
If you can now satisfy them on this final condition, you can go on to conclude the sale. You can say, “Mr. Prospect, what if we could do this…?” Or, “I think there is a perfect answer to that question.”
Here are two things you can do immediately to put these ideas into action.
First, memorize the words of this closing technique and practice it as you would for a play or movie. Role play this technique with someone else every chance you can. Then the very next time you hear those words, “Let me think it over.” try it out. You will save sales that might have been lost forever.
“Remember, Success is Always Within Reach”
#terry ogburn #entrepreneur #Business #Business Development #Business Sales #business coach #business coaching