This is the conclusion of the 5 part series on objections. You shall end this series with what many people believe is the toughest sales objection, “I want to think about it.” As a service technician or professional salesperson, you have heard this objection many times before. My question to you is the following,
When you discover the answers to the questions above, then you will know if the client is lying. Here is a hint: She is probably lying.
All people lie. Even the most honest people lie for one purpose or another.
So, no one wants to be called a liar and a cheat. A liar and a cheat would be the person that lies for the first 2 of the common reasons.
However, we might all tell a little white lie, and not feel bad about it if it were to avoid confrontation, or to save someone’s feelings.
This is a great video by Lie-Spotting Expert Pamela Myers. She says that we should all become experts at lie spotting so that we can do the following:
As we move into how to handle the “I want to think about it” sales objection, keep one thing Pamela Myers said in mind:
Client: “I want to think about it.”
After the objection comes out, you need to know that the client is going to be a little defensive and guarded. The next thing you say is critical to this technique working:
Tech: “That’s fine, Mrs. Jones, I understand. This is an important choice for you. You wouldn’t take your time thinking it over unless you were seriously interested, would you?”
Client: “That’s right. I’m interested, I just need some time to think it over.”
Tech: “Just so that I have clarification, you do feel that your home needs the options I have shown you, don’t you?
Client: “Yes I do. You have proven that very clearly.”
Tech: “Oh good, because for a moment I thought that perhaps I offended you, and you were trying to politely get rid of me. That’s not the case, is it? [The client may be surprised or shocked by the question.]
Client: “No, No, No. I like you!
Tech: “Oh good, because the last thing I would want to do is offend you!”
Tech: “Since it is my job to answer all of your concerns, will you tell me what it is you were wanting to think over:
“Ok Mrs. Jones. Level with me, is it the investment that is causing your concerns?”
Client: “That’s a big part of it of course. It’s just a lot of money.”
Tech: “I completely understand. Do you mind of I ask you another question?”
Client: “Sure, go ahead.”
Tech: “You probably have a number in your head that you were thinking this was going to be. True?
Tech: “Most people do. And I bet, if that number you are thinking about is the same one on the page, you would be doing the paperwork right now, is that true?”
Client: “Yes it is.”
Tech: “OK Mrs. Jones. Then, can you tell me how much, too much, you feel it is?”
Client: It’s about $800 more than what I was expecting.”
There are a number of powerful sales closes that will work from this point:
I will bullet point each portion of the script so you can see the transitions
Combined with the techniques and scripts found in this 5 part series, you will be better armed and more prepared to close that next sale.
Here are the links to each post in this 5 part series:
Did you know that the absolute best way to learn is to practice a new technique in the presence of experts that can give you instant feedback? When you practice in the presence of experts, you get the following benefits:
If you are interested in these benefits and more, then attend out next PRESS PLAY Training Series for Sales or Techs. FIND OUT MORE HERE.
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