How my clients consistently turn "I have to think about it" into $5k – $50k+ sales
Posted by Alex J Moscow on Wednesday, February 14, 2018
All objections are smokescreens… including, “I have to think about it.”
Our job, as a coach (or sales Rep), is to get to the core of what’s really going on.
Prospects are not, actually, going to go think about it!
This objection should not be handled the same way, every time, because clear cut “objection lines” will only get you so far. I teach my clients to use congruent closing – being able to congruently stand in your truth when your prospects’ shit is coming up. Get clear on what the objection really is, & rebuke it with the truth! Here are some examples.
Ask (potential) clients the following questions.
- How long has this been a challenge, for you?
- How long have you been thinking about solving this?
- What’s it been costing you?
- If you don’t solve this challenge, what does life look like, for you, 5 years down the line?
- ***I’m curious, what do you have to think about?***
- This is the most powerful question!
- I respond with, “as a coach, I help people make business decisions. So, one of the reasons you would hire me is to help you think thru decisions like this.”
Listen to their REAL objection. Then, tell them the truth!:
- Objection- “I don’t make decisions like this without taking at least 24 hours.”
Truth- “You’ve been thinking about/telling people how you’re going to get this solved for the past 10 years, so how much longer are you going to have to think about this?”
- Objection- When it’s, simply, based on a lack of inability to make a decision.
Truth- I’m not pressuring you for a “yes” on this call, I’m pressuring you for a decision, because I need my clients to make powerful decisions & take action in my program. So if you can’t make a decision on this call, I’ll make one for you, and it’s going to be “no,” because I’m not looking for your money… I’m looking for really good clients.
Your prospects will have an infinite amount of excuses why they “can’t.” If you’re not enrolling them in a problem that can help them solve that challenge, they’re enrolling YOU in their story of why they “can’t,” they’re selling you on their limitations. Stand in their truth and share the truth of what’s going on with them to empower them to make a choice, to make a different decision, to create a different type of result.
If you have any questions, jump on my Facebook wall or the replay.