Thoughtful Thursdays – I need to think about it
These are words that can foreshadow a longer sales cycle than expected, unless you have a response to prevent it from happening.
Think about the reasons that may be in play for this common objection to closing a sale.
Why do they need to think about it?
Assuming the need still exists, consider this maybe list.
- Maybe they are not the only decision maker
- Maybe they are reconsidering the risk that comes with changing suppliers
- Maybe there was a recent occurrence that diverted financial resources away from this purchase
- Maybe there are multiple competitors in the mix
- Maybe the urgency has lessened
Whatever the root cause for the objection, the question remains, why do they need to think about it and what questions need to be asked to get the answer.
It is time to stop speculating and get the facts. It is not a signal to begin selling again, but to initiate more questions.
- Are there aspects of the proposal that require clarification?
- Did something happen to lessen the urgency?
- Are there other players in the game?
What you do not want to is accept the objection by not taking the opportunity to ask why.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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