- Thread starter
- #3
User Power
Value/Post Ratio
235%
- Jan 6, 2022
- 106
- 249
It takes practice and repetition to get over those emotions (and we all deal with them), but they tend to dissolve the more you believe in what you're offering. It might sound cliche to say "believe in yourself", but it's critical that you do because those emotions you feel within yourself get "passed onto" your prospect. This happens with the tone you use, the subtle language cues, and (if in person) your body language.Thanks @Woosah ! I have a question
Sometimes I myself do get that fear of asking for the sale, and as soon as someone says "I'll let you know", I don't know what else to say, and I'll end the call right there.
Is this the right thing to do.. or is it better to keep pushing?
Thanks
You can think of it as a chemical reaction. Your state of being is one type of chemical, your prospect's is another. The moment you engage them there's a mixture. The idea is to have your chemical (of certainty) stronger than theirs (of fear/uncertainty).
When you get objections like "I'll let you know" or "let me think about it", they're essentially telling you that they either don't trust you yet or that they don't have enough information (so they're stalling). Basically, they're not confident yet that you have the solution they need—that you can indeed help them—and they don't feel comfortable telling you the real reason why.
So, you have to dig deeper and probe to find out what that real reason is. A good way I've found to deal with that is to address their objection directly and just express the fact that they're hiding the real objection (in an appropriate and friendly way).
"Hey, I understand you need some time to think about it to let me know. Many people do. I've found that most of the time though, people can't make a decision because they're actually lacking information, not time, and I wouldn't be happy with myself if I didn't tell you everything you need to know to make the right decision for yourself. So, what part of this did you want to think about?"
Then proceed from there. Provide information. Build further rapport. And then ask for the sale again.
-- Side note: Treat each call as a separate and distinct case to study. When you're speaking with prospects, pay attention to the feelings in your body. Pay attention to how your tone/body language changes. To how your prospect reacts to certain pieces of information. Each conversation can reveal insights into how your process can be improved.
Let me know how things go. I'd love to hear if this made a difference at all in practice. Good luck!