Is it a lie? The “I want to think about it” sales objection
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,
To discover if it is a lie, then go through this checklist with yourself:
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:
“Lying is a cooperative act…
It’s power emerges when someone else agrees to believe the lie.”
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:
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.
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