Timing

Objection:  I Need to Think About it

It’s the ultimate non-decision decision.  

Customer: “Well… It’s very interesting.  We’ll need to consider it.”

It’s all about timing. 

  • Meet the objection head-on.  Push the decision.  
  • Call out the objector.  
  • Be specific.  Focus on details. 

If you judge that the objection is being raised because the decision maker genuinely needs more time, set a time for a second call.  Say something like, “Well, I can certainly understand the need to consider this fully.  I’d like to take up this discussion again next week.  How is Tuesday at 3:PM?”

In the interim, compile more material to support your case and send it to the client.  Keep focused on the Client problems that the products are solving.  If the appointment is longer than a few days, schedule a short five-minute phone call in the interim to discuss the new information and send it through email.  

 

Client PersonalityClient AttitudeSales Tactic

Dominant

  • Strong-minded and forceful.
  • Make decisions quickly.
  • May be a negotiating tactic.
  • Provide more detail.

Influence

  • May like you and want to be liked.
  • Avoid an outright objection.
  • Put off indefinitely .
  • Want to maintain a long-term relationship.
  • Decide now.
  • Be back in the future

Steadiness

  • Hate to make decisions.
  • Don’t want to rock the boat.
  • Don’t want to do anything that they haven’t done before.
  • Nervous about change.
  • Details of the product.
  • Focus on benefits.

Conscientious

  • Masters of detail
  • Don’t rush to decide.
  • Do really want more time to think, consult, examine facts.
  • Don’t rush or pressure them.
  • Provide more detail.

 

Objection:  I Need to Think About it

Objection: I Need to Think About it

Objection:  I Need to Think About it It’s the ultimate…

Objection:  NO! 

Objection:  NO! 

Objection:  NO!  Customer:  (Objections throughout the discussion) “It’s too expensive.” …

Preserving Company Culture Amid Growth

Preserving Company Culture Amid Growth

Preserving Company Culture Amid Growth Aligning Operations with Customer Perception …