Sales Tip – How to Respond to “I Have to Think About It”

Sales Tip – How to Respond to “I Have to Think About It”

 

The phrase “I have to think about it” is often prospect-speak for the occasions when salespeople fail to discover the prospect’s true needs or fail to address those needs. Either way, there is room for improvement.

The question is: how often are you hearing “I have to think about it” in your sales conversations? If you are like most salespeople, you hear this phrase with some consistency. The best way to reduce the frequency of hearing this kind of statement from prospects is to be proactive and focus on improving how you discover and address your prospects’ needs.

1. Start with the Questions You Ask in Your Sales Conversations

Begin by reviewing the questions you ask to discover your prospects’ needs. Write out what you are asking to unveil your prospects’ needs and then take those questions and improve them. Save the new-and-improved list and practice asking those questions.

For example, if you were selling cars, it might look something like this:

Issue

Current Questions

New and Improved Questions

Price of gas going up – mileage What kind of mileage were you looking for in a car?What would you like your mileage to be? What kind of mileage are you getting now?How manageable is that for you right now?

Are there any changes in your future that would affect your need for better mileage?  For example, are you going to use the car to travel greater distances for work or family reasons?

2. Review the Way You Respond in Your Sales Conversations

Reflect how you use your prospects’ responses to adapt what you say to reply to their needs. In order to improve the way you respond to your prospects’ needs, consider doing a role play with someone.  This way you can practice being flexible in your response depending on how your role-played prospect responds to your questions.

You’ll most likely find that you are missing some important parts in either identifying or addressing prospects’ needs.

By doing some review and improving in these two areas, you develop more effective sales habits so you don’t hear “I have to think about it” as often.

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