Tweet

LEAVE IT WITH ME - I WANT TO THINK IT OVER!

Written by: Wayne Berry

Article Overview: Sales people tell me that this is one of the most challenging objections that their prospects bring up. They ask, "What should I say when a prospect says this?" Well firstly I have to point out that this is NOT an objection, this is actually an "excuse" for not making a decision. It is not the real objection. So this is how we get to the real objection...

LEAVE IT WITH ME - I WANT TO THINK IT OVER!

Sales people tell me that this is one of the most challenging objections that their prospects bring up.

They ask, "What should I say when a prospect says this?"

Well firstly I have to point out that this is NOT an objection

This is actually an "excuse" for not making a decision. It is not the real objection.

Prospects hide behind this excuse to avoid making a decision.

Haven't you done this? Haven't you told a sales person that you'd like to think it over - when in fact you'd already made a decision and the decision was "no" at least for now.

And why did you do this?

Well there are generally three reasons a prospect will say "I'd like to think it over."

1. The first reason is often because they don't want to offend the sales person.
2. The second reason is often that they really don't want to get into "defending" their decision to the sales person
3. Finally, the most common reason is because there is some "hidden objection" which they have not yet brought up.

If the sales person does not get to this real objection, then the sale will probably be lost.

So how can we get to the real objection? It's easy if you know how and the best response is...

"Obviously you have a reason for saying that, do you mind if I ask what it is?"

Once you ask this though, you must be quiet and wait for their response. Say nothing!!

This will often get the prospect to reveal their real concern to you. If you can get their objection out in the open then you will probably be able to handle it.

So what then do you do once you get this objection out into the open?

Some sales people become very defensive when their prospects bring up objections. But this is crazy. Instead you should always...

Welcome objections

Here are a few tips for handling objections when they do come up.

Firstly... .

1. Smile and thank your prospect for the question

Treat all objections as questions.

Never refer to their objection as an objection. Objection is a negative word. So is the word "concern". Instead refer to it as a question.

2. Ask them to clarify their question with you if you are not sure what they are saying

"Mr Prospect, how do you mean?" or "Why do you feel that way?" or "Why is that important to you?"

3. Hear their objection out in full - do not interrupt

Have you ever tried to explain something to someone who kept interrupting you?

Kept jumping in to answer your question when you hadn't finished stating your question?

It can be very annoying. Also if you let your prospect explain what's on their mind...

They will sometimes answer their own question

I bet you've had this experience yourself. Remember also that when your prospect answers their own question, it's has come out of their own mouth - so it must be true!

Once you've heard their objection out in full, then...

4. Answer their question

There are several ways to answer their question. Firstly you can...

Give them the facts

This is particularly true it's a question that is best answered with data or figures, specifications, features etc.

If however they are expressing a concern over ease of operation, whether it will work for them or not etc, you may be better to answer their question by using...

Social Proof

"Social Proof" is where you tell them about someone else's experience. Where one of your other clients for example, had a similar concern (question) initially, yet when they went ahead they discovered that their concern was unfounded and they had a really good experience.

It's even more powerful if you can show them a "testimonial letter" or even call your client and have them explain how their concern turned into a really positive experience for them.

Finally once you hae answered their question...

5. Check that they are happy and satisfied with your explanation

There is no point continuing if they are not satisfied with your explanation as they will not mentally move on, even if you do. Ask them, "Mr Prospect, have I answered that question to your complete satisfaction?" And again, be quiet and listen.

Anyway until we speak again...

Have a great week this week. Make it a great week

Wayne Berry CSP*

Related Articles
  Market Your Company With Your Voice Mail Message
  How To Leave The Right Kind of Voice Mail – Career Advice for Non-native English Speakers
  What's Your Legacy At Work?
  SMEs - should despots and dictators be given a free pass
  4 Travel tips for Business Owners-stop worrying!

Article Tags: excuse, firstly, handling objections, negative word, objection, prospects, sales person, smile



Related Forum Posts


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Resolving A Conflict Between Two Sales Staffs

Listen to Your Inner Melody

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.