You are on the phone with a prospect trying to close a deal when he or she says, "let me think about it" or "I will have to get back to you." You have probably even heard, "I need to speak to my spouse first."
What do you do in this situation? Do you ask them when you should follow up? Do you ask when they will call you back, then wait around forever hoping they call you? Do you offer to mail or email more information?
Making sales is difficult. If you let the prospect off the phone, it becomes one hundred times more difficult. Placing yourself in the driver's seat and closing the deal now is the only way to make real money and separate yourself from the other sales agents in the world.
Tell the prospect, "I have been doing this for a long time. Usually, when I hear that, nearly one hundred percent of the time, I don't hear back."
Then, try a real simple approach used by super sales agents worldwide; "What would it take for us to do business today? Tell me exactly what you need for us to move forward."
That is the most straightforward question that so many of you never ask. It isn't negative. It is truthful and gets straight to the point. You are being honest and placing your potential client in a position of answering what they want to make the deal happen.
If they follow up your question with the same "I need more time" approach, counter with the same. Say "be honest with me and tell me what you don't like about this deal so I can work on it for you."
Getting to the meat of why the prospect wants off the phone will help you move forward and close a sale. If it is the price, you can begin to work on that. If it is the goods, quantity, or speed of delivery, you can work on that as well. You get past "I'll call you back" and straight to negotiation. If you say ok and let them off the phone, the transaction will never happen, and you know it. This tactic gives you more time to convince the buyer.
Remember, this may not work all of the time. You will still have people that are genuinely not interested. However, it works much better than hanging up and losing the sale. You will close at a higher percentage. It shows confidence, which everyone loves. It turns a no into a maybe, and maybe is the table at which we all negotiate.
I hope this little piece of advice helps you to close more deals and make more out of your time on the phone.
Thanks for reading. If you like this or any of my other articles, please make sure and share them on social media.
-Lonnie Passoff
Founder and President
Green Payment Processing
About the Author:
Lonnie Passoff started the first-ever internet-only electronic check processing firm in 2008. It has grown to be the largest e-check processor on the planet. A veteran of the United States Army, he has become a multi-millionaire through honest, smart business practices. He frequently speaks at business conventions and is a paid advisor to multiple corporations. He also holds a seat on the board of breast cancer non-profit, as well as a clean ocean initiative in the Caribbean.