I want to think about it

If you have been selling for awhile, unless you are selling valium, you have heard "I want to think about it" come out of your prospects mouth, typically at the big 'Closing Meeting'. For the most part, sales people have some pretty lame comebacks for this, such as," What is it that you want to think about, how much money or time you will save?" or the old alternative choice close applied to I want to think about it which is "Will you be done thinking about it on Tuesday or Thursday since I will be in the area and can come by and pick up the paperwork?"

As an independent professional, do you really understand Why a propect says that in the first place? Would you want to learn how to deal with it? You know the drill, read on!

I have been in sales for over 20 years, and although technology has changed the tools that sales people have, it hasn't changed this:

In order to get someone to move from prospecthood to clienthood, they have to have a real, motivating state that will drive them to take action. In other words, if they can't paint a compelling vision of how things will be when they are using your product or service, they won't take the necessary steps to get it done. Period. This applies to selling anything, such as multi-million software licenses, cars, houses and jewlery.

For most people, "If it ain't broke don't fix it" is the saying of the day. They simply don't have time and energy to do things because you have given them facts and statistics on the benefits of your product or service. Your job as a salesperson is to sniff out the level of motivation that they have from the very beginning of your relationship. Here is an example of how you can quickly determine if you have a live prospect or a suspect that needs a little incubation time:

You sell coaching services, and are at a networking meeting. You are talking to someone and they seem mildly interested in what you do, and may be a good prospect. Instead of jabbering on about the benefits of coaching, and why everybody needs a coach, follow this script:

You: "Is there an area of your life that you would want to change or enhance?"

Them: "Well, my career isn't really where I want it to be, I would really like to make more money, and have more time for my kids."

You: "Let's say that you do have the ideal situation, and you have the money and freedom that you are looking for. How will you BE as a person?"

Them: "Wow, I would be feeling free and kind of excited"

You: "Free and excited. Hmmm, what is that like for you when you are feeling free and excited?"

This is where you are watching and getting a sense of how compelling this would be for them. If they don't look like they have all of their circuits lit up, and are licking their lips when they think of their vision, it ain't going to happen. In order for someone to really consider doing something, they need to have more energy about the solution than the problem. Otherwise, they will run out of steam. You need to revisit their motivation each and every time you meet, and avoid dragging them through your sales process assuming that they still feel the same way they originally did. If you master this principle, you will be the one saying ,"Gee, I know I was supposed to give you a proposal today, but I want to think about whether this is a good fit for you. What do you think"?

Comments

[David Fox]

I have recently been hired as the Business Development Director with a software company, and I am looking for some direction on the best direction to market to attorneys.