Group Forums >> Coffee and Car Keys >> The I'll think it over objection
The I'll think it over objection
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Posted 5 months ago We had some great answers from many sales pro's, the point is to anticpate tis objection and be smooth and confident in your answer. There are times when you have to beck off. here is one I have had success with.
" That is fine Ms. customer, I know you would not take the time to think it over unless you were seriuosly interested, would you.?"
Customer response, " Of crourse I am intersted!" Me, "since you are that interested, may I assume you will give it very careful consideration!"
customer, that is right, we will kick this around!"
me, just to clarifly my thinking, what excatly are you going to think over, is it the quality of my product? Our service reputation? Is it our references? I would go throught the items the prospect said they would base their decision on.
As a part of my sales presentation, I would have already confirmed that I had met these requirements.
At the end, I would ask is it the price. You want to get to one final objection, and then say, today we have I agreed that I have met all of your requirements in order for us to do business, but you are concerned about the price.
As we speak today, if I am able to better explain our value and we reach an understanding on price wouldn't you rather do it now?
If the customer says no, you must find out why, and ask who else should we be speaking with? |
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| Posted 5 months ago To much Brian Tracy and Tom Hopkins The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago I agree with Rich - no one likes to feel pressured or manipulated - or feel like they are being " sold." Most people want to make a purchase when it makes sense to them, comfortably - and with the feeling that they came to that point themselves. |
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| Posted 5 months ago rich34232 says ...
I love it by why too much, is it the style or the substance? The point is to review your successful points then to get to one objection, and to close. How ever it is done is up to you,
teach me |
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| Posted 5 months ago grotondo says ...
grotondo, i may have assumed too much by assuming the citeria was set and agreed to by the customer to meet a unsolved need, and you try to understand the final objection, when you sell to high level decision makers they do want to be sold, because they have the confidence to make a decision.
Never be ashamed of being a salesman, if that is your job, if you are an order taker then your could be right, do not sell. As a sales professional you should care about meeting the needs of your customer and establish the credibility to where your customer knows you want what is best for them. If you and Rich are capeable of that type of rapport, then you pressure or use of communication skills will not be viewed as manipulation. My respect for my customers and their level of success would never allow them to be talked into anything that would not work well for them, esp, by me. A weakness of spin selling is that you never close the deal you allow the customer to come to the point themselves and a strong closer may win the order.
I love this debate because we all can be right depending on the who, what where, how when and why of the sales cycle. It is easy to say what will not work if you lack the courage or experience of trying something that may appear dated. My take is that you have to be highly skilled and confidence to make this work. But most important, you have to have the right product.
You only take advantage of someone if your product sold does not do the job. How can you not agree with that? |
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| Posted 5 months ago hmmmmmmmm If you covered all the options, then why would you belittle the customer. I think I would start to feel a bit of pressure. I personally am a person who will come out and say "NO". And my "NO" is a real bonniefied no. If the sales person persists I tell them "Your not listening to me, I have said "NO" and there is nothing you can say to change my mind, but thank you for the call". CLICK I think what happens in these cases is that the seller talks too much and doesn't give me enough time to think. I need the pauses between the info blocks. Yes I might need something, but sometimes the timing of funds if just not there for some people. |
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| Posted 5 months ago smile says ...
Smile, you have to know when to hold them and know when to fold them, it is an art, there is nothing to be gained from trying to sell through no when you know your product is not right for their needs.How about when you know your customer is about to make a big mistake? To challenged a I will think it over takes a lot of practice so that even when your customer knows what you are up to they still listen because they trust you. With out trust, what ever you say or how ever smoth, it will sound like BS. And that is the death to sales. |
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| Posted 5 months ago "I love it by why too much, is it the style or the substance? The point is to review your successful points then to get to one objection, and to close. How ever it is done is up to you,"
teach Welcome to the classroom. I respectfully disagree with those two and you especially with that phrasing. They treat the client as if they were a child. Is it me. Of course it is you However there is not a client out there that wil say that it is you(joking of course there are clients out there that are straight forward and will answer this truthfully,rare but there are some).If you are half the sales professional, you know the product is correct for them.
Is it the price. We all KNOW that price is rarely a concern. When price is a problem we find terms. Simple. The only two items that it can possibly be the company and the sales person. I do not know how often you use this. I do know in 37 years only one sales person tried to use this on me and I waited until the end and said it was all of the above now go away.It is a bogus way to find the hidden treasure. Jim you are more creative than this and you are more knowledgeable to use this as a way to find the true objection.
When I read the phrasing all I hear is Tom Hopkins in his monotone voice saying that phrase in a simplistic way and coming across as a f ather scolding his children. It belittles the client and his ability to understand simple communication. Of all the fantastic closings and objections that Brian Tracy and Tom Hopkins discuss this is the absolute worst of them all. On paper this looks impressive in real world application it is a joke. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago Jim. I am one who does not believe selling is or can become outdated. What does not work today did not work in years past. What worked in the past still works today. What is different is the belief in how to sell. Years ago it was my money is in your pocket and I want it and will get it by any means possible. Today selling is I must earn the right to do business with you. This in the last fifty years The sales tips from Nightingale are still viable today along with Carnegie and Hill. We can take any of the training companies Sandler,Spin and others and research where they pulled from those greats. A great sales professional will study all sales and put them to work for them. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago rich34232 says ...
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| Posted 5 months ago rich34232 says ...
Rich, I hvae used bits and pieces of this for years and have found it usally does not reach this point because I try to maintain constance focus on the customer needs. The most important considerations that need to their buying decision. I gain confirmation along the way and then can say," help me understand, we agreed earlier today, that if I was able to show my product is able to save your start up time, so your early run results can be in the hand of your doctors prior to surgery, ( this is one example of 4- 5 critical needs tied into a drilled down benefit .,} I need to understand why each need is so critical and what the true benefi is to my prospect. In the case mention it is providing clincal information prior to surgey, many reps would only know fast start up as a need. I know why and the downside of not having it. When you have to customers best interest at heart and they see you understand their needs well then monotone or not, joke or not or scolding or not, your customer understands that you get it and have their interest at heart.
I would not expect my sales people to be robots and just repeat memorized statements but I teach that way and have done so for record breaking sales teams bvecause I want them to understand to what needs to be covered. You are right often times it is not price unless you have not met all the needs. |
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| Posted 5 months ago rich34232 says ...
right on!! |
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| Posted 5 months ago Jim you probably have hit the nail on the head solid, The process should never reach that point and in a round of way I made that statement however your statement is exactly what I should have stated and made. Bravo for interperting my intent better than I did. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 2 months ago First let me say this to you folks. There is no right way or wrong way to sell as long the customers can relate your needs to them. If your customers even has the "I'll think it over objection", it could mean two things. It's a legitimate reason that they need to think how your products/services can solve their problem or that they are politely trying to rid you because the product of services you are selling failed to hit the button. So what I am saying that, if you do fact find at the initial stage, if you are able to solve a solution and that customers sees a value to it, it shouldn't even come to this. But if it does, here is how I would handle these objection should it come to that. "I totally appreciate your concern" "It naturally normal to want to think it over. What I found out though, that it's not the speed of decision that counts but rather the accuracy of the decision, doesn't it?" Perhaps you could let me know what's in your mind and I see if my product/services can in any way solve your problem." List down all the list of concern. Then followed by, "if I would be able to help solve all this concern satisfactorily, would you be at least consider our products/services as your solutions to your needs?" (subtle). This reminds me of the movie Matrix, where NEO asked Morpheous,.."if I master the matrix, will I be able to dodge bullets? and Morpheous replied,. ........."if you master the matrix,..........you won't have to." My two cents thought www.anncalvin.com @ Agel Team Achievers
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| Posted 2 months ago Think it over is the death knell sounding. They should know up font that you're not there to present information and do free consulting. Smoke everything out up front to make sure they have a real valid need and are the actual decision maker in order to avoid this type of stall. |
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| Posted 2 months ago I'll think it over..
Please, take as much time as you need, check out my competition, do whatever you need to do to be comfortable with your decision. When your ready I will be happy to provide you with a new updated quote. (this is a pretty standard answer for me) Jim, I personally don't like leading questions... especially if you are leading me to a close or fast decision. Your customers are smart people, your not selling vacuum cleaners to housewives... no business guy that I know will respond well to " That is fine Ms. customer, I know you would not take the time to think it over unless you were seriuosly interested, would you.?"
if you said that to me, I would get "very real" with you in a BIG hurry and straighten you out... in otherwords, it may not be a deal breaker because i like your company or product but I'm going to have zero respect for you and would probably call the company and tell them to send me a salesman who thinks of my business as more than a fish on the hook... business people don't want to be triffled with. Because of your age, I might be more gentle but if you were a young pup talking to me like that, I'd boot you out of the office. If I want time to think about something, thats "exactly" what I want. I don't want some salesman questioning my "reasoning skills" wtf!!??? now "after" the sales pitch your going to start re-qualifying me??? get the hell outta here with that! What does that say for your skills? you went through the whole sales pithc and now because i want to think it over your going to take my soundness of mind in question?? my motives?? I let you give your pitch, that's it... it doesn't entitle you to "assume" i need help making a decision and it certainly doesn't give you admittance to question my judgement, motives or reasoning. just because a pretty girl looks at you or even winks at you, doesn't mean she's obligated to sleep with you or marry you!
bad, bad, bad in the business world unless as you suggestiod, in order for it to work an exact set of criteria has to be met and it being performed by a seasoned sales pro wwho can do it with out pissing the customer off... If you can't think of a better idea than that, I'd suggest just let the guy have some time to think about it. unless of course, you just feel like pissing off the customer.
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| Posted 2 months ago I must disagree with the no wrong way to make a sale. Sue there is a wrong way to sell.The end does not justify the means. That is why there is such a distatse for sales professionals in many circles.
I do agree that there are conditions when receiving I need to think it over obejction. I do believe that many times it is a request to get out of here.However I do think that I must discover what it is the client needs to think over.I find the majority of times when I do receive this objection and it is not real it is due to me not clearly defining the solution. There is confusion in the client's mind. I have witnessed only a few people get irate about questions concerning I have to think it over. I do believe Gold hit the nail on the head that they feel like a fish on the hook and that is when they become upset. W hen you are sincere and really do care about the client they sense this and will be comfortable with the questions. When I find it is a real objection I simply agree and give them the time they request. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted about 1 month ago rich34232 says ... When I find it is a real objection I simply agree and give them the time they request. Rich, Is it an objection or a request? I'd look at it more on the lines of a request for time to consider and reflecion. It's what I would want a salesman to give me... (courtesy and respect)
If the salesman looks at this as an objection, most often they are trained to "overcome" objections...they try to overome a request... you wouldn't consider a "yes, i'll buy it now" as an objection, (well, lol new guys sometimes keep selling after the "yes") how come "i want to think it over" is on the objection list.? (assuming it's as yu say a qualified and reasonable request-?
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| Posted about 1 month ago Goldsmith I really believe the I have to think about it falls into the same list with I need to talk to my spouse /partner objection more than a legit flat out have to think about it. Hence discovering the condition. I would say that less then 10% of the time I have ever received this excuse it is legit the rest of the time it is caused by something that I have done to cause concern or doubt with the client. They might not have fully understood the solution. Communication breakdowns happen and I need to discover if that is the problem and normally that is the problem. I do not hear this objection much however the vast majority of times they are ready to move forward today. If the scope of work happens to be more than they thought they may throw this objection out. When I do receive it quite often I can name terms to that are acceptable and we move forward. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted about 1 month ago rich34232 says ...
let me ask you this Rich... How much of this "i want to think it over" and overcoming this objection has to do with comissions or quotas set by the salesman or company..? Is it more a legit need for the customer to think it over or the salesman's need to sell? I know you have to sell and time is valuable... but would this be an objection at all if you were paid a salary? If I just paid you regardless of making a sale, more like a consultant... to go and discuss a plumbing job with someone, let them know what they need and tell them what it's going to take to make better... explain how we can fix it and the cost involved... tell them to think i tover before they tell you... no selling!! leave the phone number and walk out. would the customer buy from us or go down the street to the competition? what % do you think? Is my customer better served with comissioned sales people or salaried... and is their a difference is the customer experience?
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| Posted about 1 month ago I think the "I have to discuss it with my spouce" can and should be found up front...before the pitch. Before I pitch I would like to know if there will be any other people involved in the decision making. That way they can't tell me that in the close...because I wouldn't even try to close them..my sales call would go in a completely different direction. If there are more people involved in saying yes....I want them all there for my presentation if I can help it...and I find that out up front. It's very easy and they don't even usually notice what I'm doing. I can't go trusting the husband is going to take on my sales training and close the sale for me. I think that objection is just a stall and can determine how serious my prospect is. I want to know who I am selling is the final decision maker and can make their own buy. I'll think it over.......sometimes can be legit. I want to know what exactly are they wanting to think over...what part. because if I can get out of them...it could be just a part of the program that they want to tweek...and if I can clear that up....I can usually close the sale that day. I've had I'll think it over's buy....but I really like to close it the day of my pitch and asking for the sale. I think the longer you go with out the sale after the initial pitch...the harder it is to close. These are all steps to the sale type of thing...qualifying....fact finding....needs....timing....the pitch.... when to ask for and close the sale..etc. Because if we've done our job as sales professionals, what do they really need to think about? |
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| Posted about 1 month ago Win..you are absolutely correct discovering if another is involved in the decision. That is a dead give away when that false objection enters into the discussion later Yep I make all the decisions and then at the end they say I have to talk to my partner/spouse you are required to dig for the real reason they are not moving forward.They are not 100% sure it is right for them. When we ask, who else is involved, does not mean the client will not throw that at you in the middle or end. I agree the majority of the time it is a stall. That is why I place the talk to spouse/partner as the same as I want to think about it. They both are stalls the majority of time. They both can be legit at times also. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted about 1 month ago wongcalvin says ...
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| Posted about 1 month ago markm says ...
If I understand you correctly, you are saying, do not leave with out the order, if you did the proper qualification |
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| Posted about 1 month ago goldsmith says ...
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| Posted about 1 month ago rich34232 says ...
Know when to hold them, know when to fold them, if the read deal is they want the time, then walk away, with an understanding of the time line. |
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| Posted about 1 month ago goldsmith says ...
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| Posted about 1 month ago win5300 says ...
Thanks for your valuable reply! Your last question says it all |
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| Posted about 1 month ago
How much of this "i want to think it over" and overcoming this objection has to do with comissions or quotas set by the salesman or company..? Is it more a legit need for the customer to think it over or the salesman's need to sell? I know you have to sell and time is valuable... but would this be an objection at all if you were paid a salary?
Goldsmith in my case it has nothing to do with quotas or commission. I do not have quotas to fill. I have my own personal goals I want to reach with our company. I think you know as well as I know when a client is using I have to think about it or talk to my spouse as a stall. I truly hope that you do not stop when you hear an objection. What do you do when you hear my price is too high? Do you walk away and say, ok see ya. How often is that really the truth? How often is; I need to talk to my spouse/partner really the truth?
Yes it is an objection. The only time sales professional pay is in the way is if the sales person is pushing more than what is needed or lying. With the logic stated concerning walking away that same logic would apply to; I was not looking to spend that much, I cannot afford it, and the price is too high or any other idea that they express concerning the reason for not moving forward today. That is why it is imperative to discover the condition of the very reason they are not moving forward.
Would you keep a sales person who kept walking away from the clients owning? Would you be happy with a sales professional s selling to 2% of your clients that said yep do you want cash, credit card or check? I think not especially if they were not making you enough to pay them let alone make the necessary margins that you are required to acquire to stay open.
My opinion of 100% commission with honest people it is not a problem. However 100% commission can make an honest person less honest and committed to helping the client. Their main goal can be making more money than doing what is right for the client. Do not take this as sales professionals only a minority of sales people. Ripping off clients is not professional.
I think we are forgetting that when the client is truthful about the reason they are not moving forward today it is fine and we say thank you for your time and keep me in mind when you are ready to move forward.
The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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| Posted about 1 month ago jimdwalton says ...
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