Wednesday's Words (of) Wisdom: I Want To Think It Over...

Hello Blog Follower's...

I must apologize for the few missed posts this week/past weekend...

Life and Business has kept me busy - which is great...

I had my lovely Michelle forward along a blog-worthy post from a trainer we have both found to be worth following (Jeffrey Gitomer).

Here's hoping this helps you understand, or better yet, prevent the most common stall tactic, "Let me think about it".

"I want to think about it." "I want to think it over." Crap!
You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, "Sounds great. I need to think it over for a few days."

RATS!

Now what? Say something? Use a worn out sales technique? Agree and leave? Offer to call back or come back in a few days? Meanwhile you're pissed off, you're off balance, and about to make a bad choice - PLUS you're mentally blaming the customer for his indecisiveness. Relax.

I'm about to share 2.5 definitive answers to this age-old sales barrier.

1. Why it occurs.
2. What to do about it.
2.5 What never to do about it.

Why do prospects say, "I want to think about it"? Most salespeople never understand or are never taught why the "think it over" situation occurs.

It is a direct result of one or more of these elements:

* Some unspoken fear or reason.
* Some perceived risk.
* Not wanting to "just say no."
* Not the real decision maker.
* You haven't uncovered my real motive to buy.
* You haven't sold me yet.
* I don't like you.
* I don't believe you.
* I don't have confidence in you.
* I don't trust you.
* I think your price is too high.
* I can't afford what you're selling.

All of these elements or reasons why are the real barrier. "I want to think about it" is a stall, or a mask, not an objection or barrier.

GOOD NEWS: Many of these elements are discoverable WAY before you get to the end of your presentation. But it's up to YOU (the salesperson) to understand what really causes "think it over." YOU!

Never, in 30 years of sales training, have I ever heard ONE salesman say, "The guy said I want to think about it, and it was all my fault!"

There are a few posts seeking answers to "I want to think about it" on Sales Gravy, a LinkedIn group with several thousand participants, and more on SalesBuzz.com. There are hundreds of responses, and all of them are way off base. Some are borderline pathetic.

It's not about RESPONSE. It's about PREVENTION.

Before you blame the customer for THEIR lack of ability to decide, ask yourself these questions:

* Did I offer a value proposition that favored the customer?
* Did I ask enough questions to discover motive and urgency of the buy?
* Did I establish rapport and friendly dialog?
* Was I able to create a difference between me and my competition?
* Did I uncover the prospects experience and past use?
* Do I know what the prospect's expected outcome is?

BEFORE you hear "I want to think about it" you may be able to prevent it. Study the reasons and elements above as a start. They are the major clues as to the root cause.

And there are the NEW RULES of sales. With the advent of the Internet, social media, and your responsibility to build visible reputation, combined with your ability to find everything you need to prepare for your sales call, you must be prepared in terms of the customer. And your reputation must precede you.

Reputation and preparation in terms of the customer (how they win) will reduce and eliminate doubt. These are major causes of "think it over."

RULE: Never use an old-world technique to force or rush the sale. You'll not only lose the sale, you'll also lose respect. Rather, try to uncover the emotional or real cause of indecision.
REALITY: Most prospects want to think about price, or just want to get rid of you.
REALITY: Often, "I want to think it over" is a red flag for "your price is too high" and/or "I want to try to get a better deal."
REALITY: Rather than try a "sales tactic," try to ascertain an understanding of why this is being said, so you can prevent it next time.
RESILIENCE: If you do hear "I want to think it over," just ask the prospect how long they feel they need, and make a FIRM, WRITTEN DOWN appointment to return. No phone calls (if possible).

FINAL ANSWERS: If you are able to create a perceived difference in the mind of the buyer between your product or service and the others, and if you are able to create a perceived value in the mind of the buyer between your product or service and the others - then you have a chance. If the prospect likes you, believes you, has confidence in you, and trusts you - then there may be a sale.

Think that over.

Friday's Facts: Confidence

Major Fact...


Confidence is the foundation of action. So, have a fabulous action-packed Friday !!!

~b2

Wednesday's Words (of) Wisdom: Masters

If one hangs out in time and space long enough, they'll inevitably learn it's through the twin gateways of persistence and patience that masters become masters.

Tuesday's Tidbit: Enterprising

An enterprising person is one who comes across a pile of scrap metal and sees the making of a wonderful sculpture. An enterprising person is one who drives through an old decrepit part of town and sees a new housing development. An enterprising person is one who sees opportunity in all areas of life.

To be enterprising is to keep your eyes open and your mind active. It’s to be skilled enough, confident enough, creative enough and disciplined enough to seize opportunities that present themselves... regardless of the economy.

A person with an enterprising attitude says, "Find out what you can before action is taken." Do your homework. Do the research. Be prepared. Be resourceful. Do all you can in preparation of what’s to come.

Enterprising people always see the future in the present. Enterprising people always find a way to take advantage of a situation, not be burdened by it. And enterprising people aren’t lazy. They don’t wait for opportunities to come to them; they go after the opportunities. Enterprise means always finding a way to keep yourself actively working toward your ambition.

Enterprise is two things. The first is creativity. You need creativity to see what’s out there and to shape it to your advantage. You need creativity to look at the world a little differently. You need creativity to take a different approach, to be different.

What goes hand in hand with the creativity of enterprise is the second requirement: the courage to be creative. You need courage to see things differently, courage to go against the crowd, courage to take a different approach, courage to stand alone if you have to, courage to choose activity over inactivity.

And lastly, being enterprising doesn’t just relate to the ability to make money. Being enterprising also means feeling good enough about yourself, having enough self-worth to want to seek advantages and opportunities that will make a difference in your future. And by doing so, you will increase your confidence, your courage, your creativity and your self-worth—your enterprising nature.

-b2

Monday Morning's Motivation: The Right Things

I am going to take a little different approach to today's motivation...

Do you ever realize that when ever your birthday comes around that many people send you a nice email, text message or facebook wish?

It really changes your mood doesn't it?

And I am sure it really changes their mood for doing it...

Well, last night, prior to the many messages I woke up to this morning, my wonderful daughter Madison; my parkour champion son, Wyatt and my lovely lady Michelle, did all the right things to show me how much I am cared for - and for that I am blessed.

So, your motivational challenge today is...

Go out and do the right things for someone in your life - It'll make you both feel great...

b2

Sunday's Spiritual (commitment): Love & Compassion

The message of love and compassion will travel far and wide if all who follow a spiritual path work together in harmony and mutual respect.

Saturday's Statement (just do it): I CAN

The final 20 words of this incredibly inspiring video says it all.

Ask yourself, Can I Do It? After watching...


http://www.youtube.com/watch?feature=player_detailpage&v=z22s5DzqQdQ