I want to think about it. I want to think it over
Can be some of the most damaging words to hear as a sales person, you’ve done all the prep work, made the pitch but the customer is still not sold. Jeffrey Gitomer present a three part formula for aiding the sales b person in how to prevent and overcome this obstacle.
Firstly, why it occurs. Hearing the phrase “ i need some time to think about it” is a symptom of a bigger problem. there are has been some part of your pitch that has either missed or there is some part that you’ve not addressed. Below are some of the true causes of the reluctance to take your offering:
- Unspoken fear or reason
- Some perceived fear
- Not wanting to say no
- Not the real decision maker
- Not uncover their real motive
- I don’t like/believe you
- I don’t have confidence in you / I don’t trust you
- I think your price is too high
- I think I can get it elsewhere cheaper
With each one of these reasons there is one underlying theme. You. It’s your job as the sales person to address these issues before they arise. It’s not about of response, It’s about prevention. Jeffrey offers these questions that you should be thinking about before, during and after your pitch.
- Did offer a value proposition that offer value to the customer?
- Did i ask enough question that discover motive and urgency of the buy?
- Did i establish rapport and friendly dialogue?
- Did i create some kind of link?
- Was i able to create a link?
- Difference between me and my competition?
- Did i uncover the prospects experience and past?
- Do i know what my prospect expected outcome is?
Failing that and the customer still says the dreaded “ i need to think about it”.
Never try to twist their arm into making a decision, it’s only going to reflect poorly on you and cost you this sale and possibly future sales. Instead, ask them when they would like to meet in person again then reflect on how you can mediate their reluctance.