September 8th, 2023
how to kill off 'i'll think about it' objections
Have you ever had a wish-washy customer tell you that they 'need to think about it'? Has a customer ever acted really interested in your product, asked you for a contract and told you that they will follow-up with you later on after 'looking it over'?
These type of objections are called 'stall' objections.
Of course, you could use Cashcards: Flashcards for Closers to help overcome these types of objections with customers. However, the only thing better than being able to handle stall objections is being able to prevent them from ever popping up in the close.
There are 3 simple steps you can implement into your sales pitch that will help prevent you from having to overcome stall objections.
Step 1: Ask the right discovery questions
Asking the right discovery questions in the beginning of your sales pitch will help you indentify exactly what problems your buyer is looking to overcome with your product or service. At the end of the day, the only reason anyone buys anything is solve some type of problem.
Step 2: Introduce pricing up-front
While many salespeople wait until the end of their pitch to tell their customers what the price options are, there is a better approach. Introducing pricing up-front in your sales pitch will allow you qualify your buyer, give you control of the pitch and give your customer the information they need to do businses with you. I can show you exactly how to do it and what to say if you watch this quick video lesson.
Step 3: Introduce 'Next Steps' before the close
Before you go into the close with your customer, you're going to want to articulate what happens when your prospect becomes a customer. Many stall objections pop up simply because customers don't know what to expect when they sign a deal and give you their money. Use free resources like Canva.com to create a one-pager that demonstrates the customer journey so they know what happens next. Doing this will help eliminate stall objections before they even happen.
Unfortunately, there is no real 'silver bullet' for handling stall objections. After all, some people will truly require some time or research to make a decision. However, if you use these three steps in your sales pitch, you'll significantly increase your chances of shortening the sales cycle and closing more deals quicker.
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Written by Jordan Stupar