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How to handle the MOST common objection in sales
“I just need to sleep on it”
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“I just need to sleep on it”
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Let me teach you how to handle this objection once and for all
You WILL close more deals after this
Please like & rt the first tweet before we start
You WILL close more deals after this
Please like & rt the first tweet before we start
You’ve just had a seemingly great call
Your prospect seems excited, and so are you
You pitch the price. They hit you with this classic objection. It’s the 3rd time you’ve heard it today
Your prospect seems excited, and so are you
You pitch the price. They hit you with this classic objection. It’s the 3rd time you’ve heard it today
You want to handle this objection like any other
First, affirm their objection. “Absolutely, if that’s what it takes for you to be more comfortable making a decision that’s totally fine.”
First, affirm their objection. “Absolutely, if that’s what it takes for you to be more comfortable making a decision that’s totally fine.”
After saying something along those lines, don’t let them speak, immediately move forward
“Let me just ask you, on a scale of 1-10, 1 being I absolutely don’t wanna do this and 10 being i’m ready to get started, where would you say your standing?
“Let me just ask you, on a scale of 1-10, 1 being I absolutely don’t wanna do this and 10 being i’m ready to get started, where would you say your standing?
*SIDE NOTE*
This might sound cringe to read. The reason is because you need the right tonality.
You can not handle objections if you don’t have the right highs & lows in your voice as you speak
This might sound cringe to read. The reason is because you need the right tonality.
You can not handle objections if you don’t have the right highs & lows in your voice as you speak
Back to it, they will usually answer in the 6-7 range.
Say: “Okay gotcha, so if you’re at a 6 or 7, what do you think could bring you closer to a 9 or 10?”
Now the conversation continues. You have diverted away from them just ending the call and going to bed to “sleep on it”
Say: “Okay gotcha, so if you’re at a 6 or 7, what do you think could bring you closer to a 9 or 10?”
Now the conversation continues. You have diverted away from them just ending the call and going to bed to “sleep on it”
The best part is now you will hear their real concerns
If it’s money, you have a whole new objection to handle, or maybe you didn’t pitch with enough emphasis on the value of your offer
If you handle a couple objections & they still won’t nudge, you can choose your path
If it’s money, you have a whole new objection to handle, or maybe you didn’t pitch with enough emphasis on the value of your offer
If you handle a couple objections & they still won’t nudge, you can choose your path
1. Push them to the limits and either lose the deal OR close them in the process
2. Let them “sleep on it” and schedule a follow up call for the next morning
Determining which option to go with depends on the prospect’s personality, but that’s a whole different thread
2. Let them “sleep on it” and schedule a follow up call for the next morning
Determining which option to go with depends on the prospect’s personality, but that’s a whole different thread
Any objection can be handled by asking the right questions
Next time you get this objection, try out the 1-10 question & let me know how it works for you.
- Nick
Next time you get this objection, try out the 1-10 question & let me know how it works for you.
- Nick
