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An objection that used to KILL me was
"I need time to think about it"
When customers use that objection
It increases deal cycles length 173%
BUT
Now I know how to handle it - not a big deal anymore
Here's what to say when a customer says "I think to think about it"
"I need time to think about it"
When customers use that objection
It increases deal cycles length 173%
BUT
Now I know how to handle it - not a big deal anymore
Here's what to say when a customer says "I think to think about it"
So this objection will happen either in the middle of your sales cycle of late in the sales cycle.
Let's look at the middle of the sales cycle objection first
Let's look at the middle of the sales cycle objection first
MIDDLE OF SALES CYCLE OBJECTION
People use this phrase when they have an unspoken objection
And aren't certain what's the next step is
You need to figure out what their actual objection is
And turn that into the next steps
People use this phrase when they have an unspoken objection
And aren't certain what's the next step is
You need to figure out what their actual objection is
And turn that into the next steps
Use a phrase like this
"When people say I think to think about it, it's usually because they aren't interested or I missed something"
Naturally - people will correct you
Because they love being correct (human nature)
"When people say I think to think about it, it's usually because they aren't interested or I missed something"
Naturally - people will correct you
Because they love being correct (human nature)
The prospect will reply with
"No we're interested it's just that...."
And name their objection
"It's the price"
"Onboarding seems to be light"
"Can you integrate with Salesforce?"
Once they've identified what it is
RIGHT AWAY - set a meeting to address their objection
"No we're interested it's just that...."
And name their objection
"It's the price"
"Onboarding seems to be light"
"Can you integrate with Salesforce?"
Once they've identified what it is
RIGHT AWAY - set a meeting to address their objection
LATE STAGE OBJECTION:
You're at the finish line and they hit you with
"I think to think about it"
What to do?
You're at the finish line and they hit you with
"I think to think about it"
What to do?
More than likely they are trying to build an internal business case
This needs to go to a CFO, CEO, C-something
Take control of the process
Say something like the following
This needs to go to a CFO, CEO, C-something
Take control of the process
Say something like the following
"Most people who I talk to right now have a pretty strict buying process that has a lot of stakeholders.
Fortunately, I've worked through this quite a few times. Can I bounce some ideas off you on how to get this approved?"
Fortunately, I've worked through this quite a few times. Can I bounce some ideas off you on how to get this approved?"
You need to figure out their buying process - who approves what, who's signing for the deal, the budget, etc
Once that's done - help them build a business case!
You know your ROI, value props, etc.
Once that's done - help them build a business case!
You know your ROI, value props, etc.
It's much better if you're involved and working with them as a partner
Then let them go off on their own and try to pitch your solution
You want control in a buying process
Then let them go off on their own and try to pitch your solution
You want control in a buying process
Hope this helps people in their sales endeavors!
Any questions hit me up!
If this was helpful Retweet or toss a Like
- Marty
Any questions hit me up!
If this was helpful Retweet or toss a Like
- Marty
