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When a prospect says they need to think it over, they're not actually going to. The speaker shows how to push past this deflection to find the real objection that's stopping them from buying.
When a prospect says they need to think it over, they're not actually going to. The speaker shows how to push past this deflection to find the real objection that's stopping them from buying.
When the prospect says they want to think it over, is that an objection? No. Because do you think they just go back to their house, write it out on Excel spreadsheet, the pros and the cons, and they think it over for weeks on end? No, they don't at all. Right. You don't do that when a salesperson tries to close you and you tell them you want to think it over. Right. It's just a defensive mechanism and you don't want to tell them the real objection. So I'm going to show you how to find out the real objection so you know what you're dealing with, because that's not an objection. I want to think it over. Now the first thing you have to master how to do is you have to master how to get them to let their guard down where they actually feel comfortable enough to tell you what the real concern is. Because if you don't do that, it's going to be hard to close a lot of deals. So the first thing you do is just.
