Clients Say, "I'll get back to you." And You Say, "..."

Summary

In this sales training video, the speaker addresses the common objection, "I'll get back to you," and provides a direct, effective approach to handling it. Instead of accepting vague responses or waiting for prospects to follow up, the speaker encourages salespeople to challenge the prospect with a simple yet powerful question: "What would it take for us to do business today?" This method helps uncover the true reason behind the hesitation and allows the salesperson to address the core issue, whether it's pricing, terms, or other objections. The speaker stresses the importance of being upfront, maintaining control, and simplifying the sales process with one key technique to handle various objections.

Takeaways

• 😀 Prospects often say they'll 'get back to you,' but it's important to address whether they are genuinely considering or just being polite.
• 😀 Salespeople should not accept vague responses like 'I'll get back to you' without probing further into the prospect's true intentions.
• 😀 Handling objections requires understanding if the prospect is truly interested or simply rejecting the offer politely.
• 😀 Instead of passively waiting for the prospect to follow up, ask direct questions like, 'What would it take for us to do business today?'
• 😀 Often, prospects will provide a hidden reason (like price or terms) for hesitation, and it’s important to address these concerns directly.
• 😀 It's crucial to cut through the resistance prospects show and get to the truth, since many times prospects will hide their true objections.
• 😀 When prospects say, 'I'll get back to you,' many salespeople fall into the trap of being too passive by suggesting follow-up calls or more information.
• 😀 One effective way to handle objections is to shift the conversation to a clear, direct question to uncover the real issue behind hesitation.
• 😀 Sales professionals should be prepared for prospects to lie or give incomplete information to avoid confrontation or being sold to.
• 😀 High-ticket closing strategies favor a simple approach with one effective method for handling multiple objections, rather than relying on complicated scripts.
• 😀 The key to successful sales is not memorizing dozens of lines but keeping objection-handling methods simple and adaptable to various scenarios.

Q & A

What should a salesperson do when a prospect says 'I'll get back to you'?

Instead of agreeing and waiting for the prospect to reach out, the salesperson should directly ask a clear question like, 'What would it take for you and I to do business today?' This helps move the conversation forward and reveals any underlying objections.

Why is it not advisable for a salesperson to say, 'Can I follow up with you later?' when a prospect says they'll get back to them?

Saying 'Can I follow up with you later?' puts the salesperson in a lower status and creates uncertainty. It may also lead to inaction and a lack of commitment from the prospect.

What is the key to understanding what the prospect is really thinking when they say they'll get back to you?

The key is to identify whether the prospect is just being polite, needs more time, or is outright rejecting the offer. By asking the right questions, the salesperson can uncover the real reason behind the hesitation.

How can a salesperson uncover the true objection when a prospect says they need more time or will get back to them?

The salesperson should ask specific questions to get to the root of the issue, such as 'Is it the price?' or 'What part of the deal don’t you like?' This allows the salesperson to address the real concern and handle the objection effectively.

What role does the salesperson’s experience play in handling objections like 'I'll get back to you'?

Experience helps the salesperson recognize patterns and avoid taking the prospect’s words at face value. With experience, the salesperson can quickly identify when a prospect is being evasive or when they genuinely need more time.

How does the salesperson handle resistance from prospects who may be lying or withholding information?

The salesperson needs to cut through the 'smoke and mirrors' and ask direct questions that encourage honesty. By addressing the potential lies and guiding the conversation towards the truth, the salesperson can find a solution and move forward.

What approach does the speaker suggest when dealing with objections that are common in sales conversations?

The speaker prefers a simple and direct approach, handling multiple objections with one core technique. This avoids the need to memorize many different responses and ensures the salesperson stays consistent and focused.

What is the main philosophy behind the speaker’s sales methodology?

The speaker advocates for a high-ticket closing methodology where one method is used to handle various objections. This allows for simplicity and consistency, making the closing process easier and more effective.

Why does the speaker believe that using too many objection-handling scripts can complicate the sales process?

Using too many scripts can complicate the process, making the salesperson focus on memorizing lines rather than building genuine connections with prospects. The speaker prefers a straightforward approach to closing sales.

What is the benefit of asking a prospect, 'What would it take for you to do business today?'

This question cuts through any hesitation or evasion, focusing on concrete next steps and clarifying exactly what the prospect needs in order to move forward, facilitating a quicker decision.