Close More Sales By Not Allowing Your Prospects To Think It Over

Customers put off until tomorrow the few decisions they lack the confidence to make today. We are living in a society in which no one possesses time. How ironic is that we don't possess time to do the stuff we would like, but your prospective client is going to spend time to think about it?

There may be times when your prospect will have to consider and ponder about this particular decision. The majority of the time it is a knee jerk reaction, and the customer is feeling a need to purchase and they sense the pressure to purchase, so now they will put you off. Remember if you do have to follow up, after they are thinking about it, the emotion has left and you need to reignite the fire before you complete your follow-up. You actually May Hear: I have to think about it. I want to sleep on it. We don't jump into things I will give you a phone call tomorrow.

Why does this happen? Fear of making the completely wrong choice. A few people are very lazy or do not want to change. A few feel anxiety and push away, and some no not understand all the benefits, or are being nice and don't want to say no. It may even be that they genuinely do want to talk to partner. There is also the possibility you are dealing with an analytical personality.

The objective is to handle the stalling up front. The following are a few examples: It is really great to see somebody who understands how to make a decision. I value your time I know you are really busy and I know how important your time is, I'm going to get right down to business. I am sure you realize my schedule and that my time also is important. So with this in mind, I'll clarify all of the facts and if you have any questions, I will be thrilled to answer them. If we feel this business and investment fits your needs, I expect you to tell me. On the other hand if you feel as though it doesn't, please tell me and I'll be on my way.

Here are a couple more illustrations of how to relay your point and place them at ease: Lets make an agreement, Mrs. prospect, I'm not a high pressure consultant, so you do not have to be concerned about me trying to get you involved with something you don't want. All I want to do today is present to you how to increase your earnings in your business and how it will work for you. Please do me a favor and let me know today if this is a good fit. Fair enough?

When you feel they are using a smoke screen type tactic, ask a couple of questions. Do you mind if I ask what aspect of this business you are going to give mindful consideration? Is it the quality of the service? Is it something I have forgotten to cover? Could it be the financial aspects? If they say yes - handle the issue.

You can deal with their non-decision with a no nonsense approach: Look, Mr. Prospect, you and I have spent a couple of hours together, and we both know that this is the right choice for you. There is no reason why you shouldn't buy today..... Or a humorous approach... Mr. Prospect you're not telling me this just to get rid of me, are you?

A non-answer can be one of the most time consuming of all answers. Make sure you get their yes or no and avoid the posiblity of chasing after their business.