I want to share with you a question that I was asked by one of my clients. He asked, “What would I say when a prospect in a sales session says they want to think about it”?
Have you ever had someone say that it is really annoying but thankfully there’s two really simple fixes for this.
There’s one thing we can do to avoid this.
We say one simple sentence which kills this off 99% of the time. What it does, is it disarms the conversations. It takes the pressure off and it prevents this from happening at the end.
So, we say something like:
“Sally, thanks for coming or thanks for being on the call on time. I want to do a couple of things today.
First, I want to share about where you are right now, and the more clear I am, the more I can help you. We can look what’s working, what’s not with your health and we can look at where you’d like to be in the next 6-12 months.
And finally, once I know where you are now and where you’d like to be, we can look at what’s in the middle. What are the challenges, what might you need to overcome, so that you can get to your goal, does that make sense?”
She’ll say “Yes!”
This relaxes her and sets the agenda of what is about to happen. Then, simply say,
“There’s no pressure today to do anything. You might want more help for me, that’s fine, or you might not. That’s also fine. There’s no pressure to do either but in the next 45 minutes or so, you’ll know if we’re a good fit or not.”
So let’s pause
What have you noticed?
I have laid out the next steps, I’ve said here’s what’s going to happen next.
I have also said by the end of this call or chat or confrontation, you would know if you are a good fit or not. Pretty simple.
Then at the end, If they were to say “Hey, I want to think about it”.
Most of the time 9.9 times out of 10 somebody says “I want to think about it”, they’re bluffing, it is not the real reason.
So say something like this “Hey Sally, thanks so much, so just a 100% clear, you like the program, you see how it could be a good fit. But right now you want to spend some time to think about it, am I right?”
And I’ll say “Yes!” More often I’ll say “Yes.”
Then you say,
“Okay great! Like what I said at the start my goal today is not to get a “yes” from you.
My goal is to find clients or potential clients who are 10/10 committed and ready to take actions and change their health. Now, so what I am after today is actually a decision, it’s not a yes.
It is a yes or a no, I am happy with the decision.
So, I much prefer a hard no or hell yes if you can commit ahead. There’s no follow up for me. There’s no hard sell, I’m not going to chase you ever after this call. I much rather have either yes right now or a no. If it is not a hell yes, I think we take it off the table. I never want to pressure somebody into this.
If it’s not a HELL YES let’s take it off the table
I don’t want to force somebody to join. I know that my best clients are excited to join and make decisions quickly.”
And if you had a deal of a day or what I call a ‘fast movers’ bonus, you’ve spoken about that already at this, in the timeline and I say, “Look Sally, you can join anytime, tomorrow, next week, next month, next year but the price would be high by that.
You get the bonus by signing up today. So what’s this really about, do you really need to think about this? Or there is something else perhaps you’re not saying?”
And they might be pretty to the point but that’s what we want.
You don’t want to play the follow up game that goes on for weeks.
It is not about pushing someone to make a yes.
It’s pre-framing the entire conversation that they will make a decision today.
I hope that helps.