There you are, you’ve got a client and you feel that they’re a good fit.
You’ve done all your work; you’ve answered every question they possibly could have asked.
You think you’ve done a good presentation, and at the end of it, the client says:
“I’ll think it over.”
So what happened?
What does that really mean?
Has a client ever really said to their wife in the evening, “Hey darling, dim the lights, take the kids to bed. I need to really think this over.”
No, of course not. That’s not real life. In my opinion, I don’t think anybody actually thinks things over.
They know what they want to do.
Or, they don’t know how to make a decision.
So how do we as salespeople get around that?
In the Velocity Selling program we talk about the three main elements of coming to a decision – a decision about anything.
The reason that we get a ‘think it over’ is because the prospect doesn’t know how to make a decision.
For example, if you were to be presented with a mouse for your computer, and you realised it is something you need and you also knew lots about them because you’ve been using them for nearly twenty years like I have.
But someone came to you and said ‘Look, this particular mouse costs $1000.’
Because you know that you need it, the desire is there, but you also know that a mouse is not worth, for you, $1000, you can then say “No” straight away.
There is nothing to think about because you know how to make a decision.
So our job as salespeople is to help the customer understand the parameters of making a correct decision.
Show the customer that there are a number of key elements and a way to make a decision about your product.
Rather than listing features and benefits, provide them with tools and white papers with information that actually allows you to position yourself as the expert and your business expertise to go ahead and achieve the result for the customer.
How you are going to do that is by asking really great questions.
To avoid the ‘think it over’ you want to actually frame up and agree on a set of parameters.