How to handle the most common sales objection:.......

 Stall/Deferred Decision: "I Need To Think It Over"

Probably the most common form of objection is resistance to making a decision. The prospect says something like: "I need to think it over," or "Let me look through the literature one more time and get back to you." This tells you that the prospect does not have any specific objection. He merely feels a need to slow down and be thorough. The risk here is that while the prospect is thinking about it, he will begin to forget all of the advantages. The longer he thinks about it, the greater the likelihood that he will turn his attention to something else and forget all about you and your products.
When you hear this objection, your best response is an offer to help the prospect think it over:

Customer: I need to give this some thought before I decide.

 

Salesperson: That makes a lot of sense. Your advertising is important and you want to make sure the decision you reach is good for your business. What factors are you going to consider as part of your decision?

This salesperson's strategy is to get the prospect to voice the issues which remain unresolved. Either of two things are likely to happen. One is that the prospect will realize there is nothing else to think about. The second is that the prospect will raise new questions that the sales person can assist in answering.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net