so are you ready to place an order today
uh i don't know i'll think about it
uh well i mean it's a it's a very very
good deal
still not quite sold on it um
is it okay do you need more information
maybe i can email you some more
information
would that help yeah if you can email me
that'd be helpful yeah so i can email
the information and
can i call you back maybe let's say two
weeks from now to to follow up and see
if uh you may be ready by then
yeah i mean that sounds good to me yeah
okay and the email
address we have on file that's okay
right yeah that should work
okay okay then i'll i'll call you back
in like two weeks and i'll send you the
email today
okay thank you oh thank you thank you so
much
how many times in your life when you're
on a closing call in a meeting
and your prospects say to you i want to
think about it or send me some more
information
what happens you never hear from them
again it is a [ __ ]
lie prospects lie all the time when they
say
they want to think about it that's not
actually what they're saying what
they're actually saying is one of these
three things first one is i don't have
the money
but they don't want to admit it so what
do they tell you they lie to you
they say well let me think about it or
let me get back to you
they never get back to you they never
call you back
when you're on the phone with a prospect
one of these two things happened
either you're closing them why they
should buy or they're closing you
why they shouldn't buy right now make
sense so the second thing what they're
actually saying
is well i don't see the value when they
say they want to think about it what
they're actually saying is
yeah you have presented your offer but i
don't see the value of this
and that's why they delayed itself
there's a reason why they are on the
phone
with you in the first place number three
when they say i want to think about it
what it actually means is
i don't see the urgency why i should buy
right
now why should i buy right now as a
closer you have not
shown them you have not presented the
value you have not articulate the value
you have not instilled that urgency why
they need to buy
right now and that's why they don't buy
and you let them get away with that
excuse
that let me think about it so when
clients they say
well let me think about it what should
you reply how do we handle the objection
if you handle the objection the way that
i just handle it you're gonna lose
that cell i have already lost that cell
there are two ways you can handle this
comment below and pay attention the
first way is what i call pre-framing
before you go
into any sales meeting before you get on
any sales call you can say something
like this
well mr prospect the purpose of this
meeting today
or the purpose of this phone call today
is to determine to see
if it's a good fit for you and i to work
together by the end of our conversation
there are three things that you could
say to me
first thing you could say is a yes and
you and i think it's a good fit and
we're going to move forward and we're
going to do business
and that's fine that's good the second
thing that you could say to me it is
a no and i want you to know it's
perfectly
okay to say no to me the third thing
that you could say but that i don't want
you to
is i want to think about it because i've
been doing this for a long time and
usually when people say they want to
think about it what they
really mean is a no i would just prefer
just tell me a strict no no hard
feelings whatsoever
so before we get started before we
proceed can we make a simple agreement
you're only going to tell me one of
these two things either yes
or no is that fair what have i just done
there
i pre-framed the entire conversation now
at the end it's very very very difficult
for them to say no
and i've taken the pressure away and
give them the permission
it's okay to say no to me if we're not
going to do business if it's not good
fit
it's perfectly fine so that's
pre-framing another thing that you can
do
is when this comes up at the end when
people say
yeah that sounds good let me get back to
you let me think about it
don't be afraid to be direct because
prospects lie and they always use smokes
and mirrors
you want to get to the core you want to
get to the truth you don't want to let
them get away with this smoke and mirror
get the truth
as a high ticket closer as a good closer
you get to the bottom line so here's
what you do
when they say i want to think about it
you say you know what mr prospect
when people say that to me that they
want to think about it what they mean is
actually a no you just don't want to
hurt my feelings isn't this the case
here
and people are like what you are so
[ __ ]
direct you're like you're basically in
your legs
indirectly saying i don't i don't i
don't buy this let's get to the bottom
line of this
then you ask them the next question so
isn't this the case here you just don't
want to hurt my feelings isn't it
before i get off the phone mr prospect
why did you call me the first place
you circle back you circle back
finding out about their needs about
their pain point and then you go back to
the money question again
it's the money isn't it it's always the
[ __ ] money
of course it's the money if money is no
object they would have bought right now
it's always the money so you ask them
the question
it's the money isn't it and they'll be
like yeah it's the money it's not within
my budget
i don't have that kind of money whatever
it is then you as a closer now you offer
an alternative and a solution now let's
just pretend i could
finance this for you or let's just
pretend we can offer multiple
multiple payments you can break this up
that wouldn't make a difference
would it oh yeah that would help a lot
well let's talk about it then
you see you get to the core of the
problem and that's
how you handle let me think about it
it's about your conviction about your
certainty remember
you cannot help them if you don't sell
them
if you truly believe in what you offer
you surely believe in the value of your
products
and services what do you need to do you
need to have to believe that you are
morally obligated
to close them to sell them because deep
down you know when they
walk away from this conversation you'll
never hear from them again their lives
won't be changed
the business won't be changed they will
stay stuck in the same way
so as a closer it is your job your duty
your mission to close them you can't
help them
if you don't close them food for thought