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CLOSING the "I'll have to think about this" prospect.
*you will get this objection
// THREAD //
*you will get this objection
// THREAD //
You've done your call but your prospect is hesitant and says, "I need some time to think about this."
95% of the time you'll probably respond with "sure, how much time do you need?"
And 95% of the time you will NOT get the sale.
Let's change that.
95% of the time you'll probably respond with "sure, how much time do you need?"
And 95% of the time you will NOT get the sale.
Let's change that.
1. Affirm + Redirect
Affirm that their response is normal.
Then, go straight into asking exactly what they need more time to think about.
Without this, you'll be helpless in ANY followup.
Don't be afraid to push to get this answered.
"Awesome so what's holding you back?"
Affirm that their response is normal.
Then, go straight into asking exactly what they need more time to think about.
Without this, you'll be helpless in ANY followup.
Don't be afraid to push to get this answered.
"Awesome so what's holding you back?"
2. Dive deep
When they say "I need more time", they really just mean
I DON'T KNOW ABOUT THIS.
Your goal is to figure out what THIS is.
Is it Pricing?
>> what about the pricing?
>> is it how it's structured?
>> is it the value?
>> is it too expensive?
GO DEEP (or go home).
When they say "I need more time", they really just mean
I DON'T KNOW ABOUT THIS.
Your goal is to figure out what THIS is.
Is it Pricing?
>> what about the pricing?
>> is it how it's structured?
>> is it the value?
>> is it too expensive?
GO DEEP (or go home).
3. Address real objection
You've unraveled their actual objection now.
Your goal is to affirm exactly why this objections is really not an objection.
Have CONVICTION in your response.
Without it, they won't be convinced.
Game time.
You've unraveled their actual objection now.
Your goal is to affirm exactly why this objections is really not an objection.
Have CONVICTION in your response.
Without it, they won't be convinced.
Game time.
If their issue is with pricing don't respond with "hmm let's see if we can work it out."
Instead be very confident in your response.
"Here's exactly why we price our service like this..."
The moment you give in you start to lose control.
THEY CAN FEEL THAT.
Instead be very confident in your response.
"Here's exactly why we price our service like this..."
The moment you give in you start to lose control.
THEY CAN FEEL THAT.
4. The 1-10 scale method
This next part is super important.
1 = 99% discount and still won't sign on
10 = send the invoice right now
You need to figure out where they stand right now from 1-10 on this scale.
This will help you close right now or in your follow up.
This next part is super important.
1 = 99% discount and still won't sign on
10 = send the invoice right now
You need to figure out where they stand right now from 1-10 on this scale.
This will help you close right now or in your follow up.
This is by far one of the best ways to grasp where exactly your prospect is in the pipeline.
Most people leave the sales call without knowing where their prospect stands.
If you have to guess where they're at after the call, you're doing it wrong.
Most people leave the sales call without knowing where their prospect stands.
If you have to guess where they're at after the call, you're doing it wrong.
5. Close / followup
If they're a 7+, you can close the deal.
Handle a few more objections.
Affirm with conviction.
GIVE MORE VALUE.
If they're a 6 or below, schedule a follow up.
Here's something you should always do before any call regarding your follow up.
If they're a 7+, you can close the deal.
Handle a few more objections.
Affirm with conviction.
GIVE MORE VALUE.
If they're a 6 or below, schedule a follow up.
Here's something you should always do before any call regarding your follow up.
Prepare follow up beforehand
>> open your calendar
>> mark 3 times in the next week that you're free
In the call when you mention a follow up, suggest those times immediately.
Get a date settled, so you sound confident and prepared.
Leave them with a strong impression.
>> open your calendar
>> mark 3 times in the next week that you're free
In the call when you mention a follow up, suggest those times immediately.
Get a date settled, so you sound confident and prepared.
Leave them with a strong impression.
6. PRACTICE
Grab your buddy.
Practice your calls over and over.
Start to move away from scripts.
Become natural at objection handling.
Think about how adding value handles objections.
Close more confidently.
BOOM.
Grab your buddy.
Practice your calls over and over.
Start to move away from scripts.
Become natural at objection handling.
Think about how adding value handles objections.
Close more confidently.
BOOM.
If you're looking to learn a skill or two, OR already have one already...
and you want to
>> monetize it
>> choose how to sell it
>> find clients
>> close them on the phone
GRAB my course and join dozens who have secured $1000+ clients already! http://gum.co/theagency
and you want to
>> monetize it
>> choose how to sell it
>> find clients
>> close them on the phone
GRAB my course and join dozens who have secured $1000+ clients already! http://gum.co/theagency
