Prospects say “I need to think about it” and you’ll say “...”

how many sales do you lose every month when your prospect says I just need some time to think it over yikes all right you want to stop that from happening so you can close those deals I can show you how to do that and overcome it here on the survive board you ready you might want to write this down all right the first thing that you have to learn how to do when the prospect says that objection is you have to get them to let their guard down if you throw out some type of a

bottle like well what do you need to think about or you said you like the car what do you need to think about what does the average Prospect do they get defensive and then they typically throw out more objections am I right to think you know I'm right on that one now is that I want to think it over is that a real objection does the prospect sit there after you leave and write out everything in the pros and cons and what they like and what they don't like and then three weeks later they make

a decision no I want to think it over is just them it's a defensive mechanism in their mind where they don't want to tell you what the real objection is are you with me so this is not the objection it's what they want to think about that's the real objection okay now what I'm going to do is I'm going to show you how to help them tell you what the real objection is and then you know it and then you can address it and help them overcome it so the first thing that you're going to

do is you're going to grieve them I'm going to break this down step by step so you can conceptualize it and then use it for what you sell you say uh you know Jeremy I just really need some time to think about it yeah John look that's not a problem now what's your time frame on getting back to me in the next day or so just to see if I'll be available for you now why would I not try to address this and ask him what he or she wants to think about right here do

you know why because my first job is what to get them to let their guard down because if I can't get them to let their Garden down they're not going to tell me what the real concern actually is so the first thing you're going to agree yeah that's not a problem Sally um what's your time frame on getting back to me in the next I guess day or two just to see if I'd be available for you okay now what do I do there why did I say just to see if I'd be available for

you and why did I say what's your time frame in the next day or so to get back to me what this does is it raises your status and their mind when you say just to see if I'd be available for you are experts available 24 hours a day seven days a week no that's why they're an expert because everybody wants to do business with them everybody wants to buy from them so if you're like oh well I can call you tomorrow at five or I can call you at this time you're just lowering your

status because they view you just like a regular salesperson who nobody likes all right so you want to raise your status by that now a lot of times let's say in this example they say oh I can probably call you later this week and they just don't give you a specific time now if they say oh uh I can talk tomorrow at two that's fine and then I'll show you what to ask next to find out what the objection is and you're there and you can actually close them okay let's say this Prospect says Ah

you know I don't know I'm pretty busy but I can probably call you back later in the week and let's say it's a Monday and they're saying this to you now you cannot have a prospect where you're just waiting on them calling you back because if you do that what's going to happen well you know because you're experiencing right now 99 never call you back so there's no waffling you have to get a specific time frame okay you might want to pay attention to what I'm going to show you here next then you're going to

say this I'm not sure I have to call you later this week well yeah I mean I'm not sure if I'd be randomly available like that with my schedule um what I can do though if it helps you 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 if I did that now let me show you what I just did this is called an nepq calendar commitment now you have

a firm time that's Plan B I'm going to show you what plan a is in just a second and how you're going to help them overcome and find out what their concern is but right now we're on Plan B okay now here's what we're going to say well I'm not sure if I'd be randomly available like that with my schedule what does that position you high status you're busy you've got lots of clients you don't need them right you're in an expert right lots of people are coming you to solve these same problems now what

I can do if it helps you notice how I'm flipping the script right who has the problems here me the salesperson or the prospect well the prospect has the problems right who has the solution to solve those problems I do see we want to flip that script we want them to do the work rather than you trying to do all the work so we're flipping that all right what I can do if it helps you 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 notice that way you don't have to what chase me down what does that do builds your status raises your status in their mind you're busy that way they don't have to chase you down see the difference there why are you chasing them down when you're going to get them to chase you down and then then I say would that help you nobody's gonna say no now here's the point you book the appointment let's say the next day all right now here's what you're going

to do now why did I just do all of that the biggest reason I just did all that the reason why I said not a problem and I booked another appointment with them is now their guard is down and why because they think you're going to leave so if you're on the phone they think now you have the appointment that you're about to get off the phone if you're on Zoom virtually or if you sell virtually whatever platform you use now they think you're going to get off Zoom if you're in their home or business

depending on if you sell B2B or b2c or even if you sell door-to-door they think you're about to leave so where's their guard lowered right they don't feel any sales pressure like they feel like you're gonna leave and here is where the magic begins are you ready all right now here's what you're going to do now John before I go I guess what were you wanting to go over in your mind that way I know what questions you'll have when we talk tomorrow did you see what I just did instead of saying before I go

what do you need to think about you said you liked the car you said you wanted the insurance policy or you said you needed the you know the you need to you know you know have a better fraud stack if you sold cyber security or whatever it is okay now before I go see before I go what were you wanting to go over in your mind and you do this what were you wanting to go over in your mind just so I know what questions you'll have when we talk tomorrow now this is really key

you have to verbal paste this out do you know what I mean by verbal pacing what what would I do how does it sound if I do this now before I go what were you wanting to go over in your mind just so I know what questions you'll have when we talk tomorrow oh I don't know I just need some time to think about it watch what I do now now Sally before I go um I guess what were you what were you wanting to go over in your mind so I know what questions you'll

have when we when we talk on Tuesday did you see my facial expression shifted into a what did you hear how my tone was more of a curious tone see your tone is how your prospect interprets why you're asking the question now a curious tone causes them to actually open up and tell me what they wanted to go over in their mind not think it over remember they think I'm still going you know what most of them are going to do well you know it's just I really need to think about it it's a big

decision and I'm just not sure if we have the money or budget for it oh oh what did we just find out that it's a money objection and now you're still there on Zoom or on the phone or in person and now you can help them overcome the money objection or uh well it's just a big decision and I just feel like I really need to talk with my husband he's not going to be here till tonight oh we just found out what a spouse objection now we're there we can help them overcome it well

it's just a big decision and I just don't know if I have time to really do this right now oh what do we find that it's a Time objection and we have to there we're then and there we're helping them overcome the objection you see how easy that is to find out the real objection by simply getting them to let their guard down by them feeling you're about to leave and simply asking them now hey before I go what were you wanting to go over in your mind so you got to act this out you

can't say what were you wanting to go over in your mind see your your face is like the remote control to your tone your facial expression is the remote control to how your tone comes across okay what were you wanting to go over I guess in your mind just so I know what questions you'll have when we talk tomorrow see how easy that is all right you want to start learning these type of skills because I'm about to release some dandies here probably the next 40 hours you might want to hit the Subscribe button hope

that helped you and by the way you're welcome for that one