When a prospect says "I want to think it over," agree with them, ask when you'll follow up, book a specific time on the calendar, and ask what they'll be thinking about. This four-step approach converts 8 out of 10 prospects instead of 1 or 2.
Sick of hearing. I want to think it over. If you are, let's fix that right here, right now. Most salespeople say something like, hey, you said you liked xyz. What do you need to think about? Or they might say, of course you need to think about it. That means I just haven't given you the right information. Like, what information do you need to make an informed decision that will work here and there. I'm going to show you a way to do this where you can get most of them, like 8 out of 10, rather than 1 or 2 out of 10. So you're just going to agree with them? Yeah, totally. That's not an issue. Now, what's your timeframe on getting back to me in the next day or two? Just to see if I'd be available for you. So the prospect says, oh, I can call you back next week. And you might say, well, I'm not sure if I'd randomly be available like that with my schedule. What I can do, if it helps, is if you have your calendar handy, I can pull up mine and have you book a specific time with me. That way you don't have to chase me down and vice versa. Would that help you now? Hey, before. Before we jump off Zoom, what was it that you were, I guess, wanting to go over in your mind just so I know what questions you'll have when we. When we talk on Tuesday. Now, typically, at this point, whatever they say next is the real objection, or getting you closer to the real objection.
