“I want to think about it.” “I want to think it over.” Crap! - Sales Training

Summary

In this sales strategy video, the speaker addresses the common objection of prospects saying 'I need to think about it' and disappearing. To prevent this, the speaker advises setting the agenda upfront, establishing clear expectations for the conversation's outcome. By framing the meeting with a potential 'yes' or 'no' and discouraging the 'let me think about it' response, salespeople can avoid wasting time and focus on qualified leads. The speaker emphasizes the importance of pre-qualifying prospects and setting the tone for a productive sales conversation.

Takeaways

• 😀 The speaker addresses a common sales objection where prospects say they need to 'think it over' but often do not follow up.
• 🔍 The speaker suggests focusing on preventing this objection from arising rather than handling it at the end of a sales conversation.
• 📞 The way a sales call is set up is critical, and the speaker advises against chasing prospects, which can lead to the 'think it over' response.
• 🤔 The speaker implies that when prospects say they need to think it over, it often means they lack trust, are unsure of the solution, or are hesitant to take action.
• 🗣️ The speaker introduces the concept of 'Setting the Agenda' at the beginning of a sales call to manage expectations and set the tone for the conversation.
• 📝 The speaker provides a script for setting the agenda, which includes asking the prospect to commit to a 'yes' or 'no' at the end of the meeting, not 'I need to think about it'.
• 🚫 By setting the agenda upfront, the speaker aims to prevent the prospect from using 'I need to think about it' as a polite way to say 'no' without actually saying it.
• 🔄 If resistance is encountered, the speaker recommends sending more information and suggesting a future call when the prospect is ready, ensuring time is not wasted.
• 📈 The speaker emphasizes the importance of qualifying prospects before investing time in sales calls to ensure they are genuinely interested and able to make a purchase.
• 💡 The speaker encourages trying the 'Setting the Agenda' technique to see if it reduces the frequency of the 'I need to think about it' objection.

Q & A

What is the main issue discussed in the video script?

The main issue is the common objection from prospects who say 'I need to think about it' or 'let me think it over' during sales conversations, which often leads to no further engagement.

What is the key strategy suggested to handle this objection?

The key strategy is to prevent the objection from arising by setting the agenda and the tone of the conversation upfront, making it clear that the prospect should be prepared to give a yes or no answer at the end of the meeting.

Why is it important to set the agenda before the sales call?

Setting the agenda is important because it establishes the expectations and the framework for the conversation, which can help prevent the prospect from deferring a decision by saying they need to think about it.

What does the speaker mean by 'rule of engagement' in the context of sales?

The 'rule of engagement' refers to the agreed-upon terms or conditions under which the sales conversation will take place, such as the prospect committing to giving a definitive yes or no answer at the end of the discussion.

How does the speaker suggest handling resistance from the prospect during the call setup?

If the prospect resists the upfront agreement, the speaker suggests sending more information and setting up a call when the prospect is pre-qualified and pre-interested, rather than wasting time on unqualified leads.

What is the significance of the phrase 'I want to think about it' according to the script?

The phrase 'I want to think about it' is often a polite way of saying no without directly rejecting the offer. The speaker advises against this by setting clear expectations for a yes or no response.

Why does the speaker emphasize the importance of not wasting time in sales conversations?

The speaker emphasizes not wasting time because sales calls should be efficient and productive, focusing on qualified prospects who are genuinely interested in the solution being offered.

What is the role of trust in the sales conversation according to the script?

Trust plays a crucial role as prospects may hesitate to commit due to skepticism or lack of trust in the salesperson or the solution being offered.

How does the speaker propose to qualify prospects before the sales call?

The speaker proposes using tools and techniques to pre-qualify prospects, ensuring they are interested and likely to engage in a meaningful sales conversation.

What is the speaker's view on the relationship between the prospect's money and the salesperson's solution?

The speaker views it as an exchange: the prospect's money in return for a solution to their problem. If the prospect is not willing to spend money, they should also keep their problem.

What is the speaker's advice for dealing with objections like 'I need to think about it' after implementing the suggested strategies?

The speaker advises that if the prospect still uses such objections, it might be a sign that they are not genuinely interested or qualified, and it may be better to disengage and focus on other prospects.

Outlines

00:00

🤝 Setting the Agenda for Sales Calls

This paragraph discusses the importance of how a sales call is set up to prevent the common objection of a prospect needing to 'think about it.' The speaker suggests that the way a salesperson approaches a prospect can significantly influence the outcome of the conversation. By setting the agenda at the beginning of a call, the salesperson can establish a framework that discourages the prospect from deferring a decision. The speaker provides a script for setting the agenda, which includes stating that at the end of the meeting, the prospect should say either 'yes' or 'no,' but not 'I need to think about it.' This approach aims to prevent the prospect from avoiding a decision and encourages a more straightforward response.

05:01

📈 Implementing the Agenda-Setting Technique

In this paragraph, the speaker encourages listeners to apply the agenda-setting technique before making sales calls. The speaker asserts that by using this method, the prospect is less likely to say they need to 'think it over.' The speaker invites listeners to share their experiences with this technique in the comments section, suggesting that it is an effective way to eliminate the common objection of needing time to consider. The paragraph concludes with a call to action for listeners to try the technique and observe its impact on their sales conversations.

Keywords

💡Objection Handling

Objection handling refers to the strategies salespeople use to address and overcome potential objections from prospects during a sales conversation. In the video, the speaker emphasizes the importance of preventing objections like 'I need to think about it' by setting the right expectations and agenda at the beginning of the sales call. This proactive approach is intended to prevent the prospect from feeling the need to delay their decision.

💡Sales Conversation

A sales conversation is the dialogue between a salesperson and a potential customer, aimed at persuading the customer to make a purchase. The video focuses on how to structure this conversation effectively, particularly towards the end, to minimize the chances of the prospect wanting to delay their decision. The speaker suggests setting the agenda and managing expectations upfront to streamline the sales process.

💡Setting the Agenda

Setting the agenda is a technique used in sales and negotiations where the salesperson outlines the topics and the expected outcomes of the conversation before it begins. In the video, the speaker uses this technique to manage the prospect's expectations by clarifying that the end of the meeting should result in a clear 'yes' or 'no' decision, rather than a deferral to think about it.

💡Prospect

A prospect, in sales terminology, is a potential customer who might be interested in a product or service. The video discusses how to handle prospects effectively by establishing a clear and direct communication approach that minimizes the likelihood of them needing to 'think it over', thus increasing the chances of a successful sale.

💡Trust Building

Trust building is the process of establishing credibility and reliability with a prospect to foster a sense of security in the sales relationship. The video implies that by setting the agenda and being upfront about the sales process, salespeople can build trust with prospects, making them more likely to make a decision rather than delaying it.

💡Skepticism

Skepticism in a sales context refers to a prospect's doubt or uncertainty about the value or necessity of a product or service. The script mentions that when prospects say they need to 'think it over', it may indicate skepticism about the salesperson's ability to help or the suitability of the solution. Addressing this skepticism proactively is key to preventing objections.

💡Action

In the context of the video, action refers to the prospect's decision to move forward with a purchase or commitment. The speaker advises salespeople to create a sense of urgency and readiness for action by setting clear expectations and agreements at the start of the sales conversation, which can help overcome the hesitation to take action.

💡Rule of Engagement

The rule of engagement, as used in the video, is an agreement between the salesperson and the prospect about how the sales conversation will proceed. The speaker suggests establishing this rule upfront to manage the prospect's expectations and to avoid the common objection of needing to 'think it over' by agreeing on a clear decision-making process.

💡Pre-qualification

Pre-qualification is the process of assessing a prospect's suitability as a customer before investing time in a sales conversation. The video speaker emphasizes the importance of pre-qualifying prospects to ensure that the sales conversation is with someone who is genuinely interested and likely to make a purchase, thus reducing the need for deferrals.

💡Value Justification

Value justification is the act of explaining and demonstrating the worth of a product or service to a prospect. The video suggests that by setting the agenda and managing expectations, salespeople can avoid the need to过度 justify their value, as the prospect's decision is framed within the agreed-upon parameters of the sales conversation.

💡Time Management

Time management in sales involves efficiently using the time spent with prospects to maximize the chances of a sale. The video script highlights the importance of setting the agenda and qualifying prospects before investing time in a sales conversation, ensuring that the salesperson's time is spent with those who are most likely to convert.

Highlights

The challenge of prospects saying 'I need to think about it' and not following up.

Previous video discussed handling objections at the end of a sales conversation.

Today's focus is on preventing the 'I need to think about it' objection before it arises.

The importance of how you set up the sales call to prevent objections.

The prospect's hesitation often indicates a lack of trust or belief in the solution offered.

Setting the agenda at the beginning of the call to manage expectations and outcomes.

The technique of asking the prospect to commit to a yes or no answer at the end of the meeting.

The power of framing the conversation to prevent the 'I need to think about it' response.

The strategy of qualifying prospects before investing time in a sales conversation.

Using tools and techniques to pre-qualify and pre-interest prospects before the call.

The value of time and how to ensure it's spent with qualified prospects who are ready to make a decision.

The approach of being upfront about the expected outcomes of the sales conversation.

The concept of exchanging value for money in a business transaction.

The suggestion to send more information to prospects who are not ready to engage.

The importance of not wasting time on unqualified prospects and focusing on those who are pre-interested.

The technique's effectiveness in reducing the 'I need to think about it' objection.

Invitation for viewers to comment on their experience with the technique and its results.

Transcripts

- How do you handle the objection of,

hey I love what you do,

I need to think about it.

Or let me think it over.

Now what happens when your prospect says that to you?

I need to think it over,

let me get back to you,

let me think it over.

You never hear from them again.

Comment below if you have ever experienced that.

That's the problem.

Now in my previous video, I've talked about where,

you can click somewhere here,

when someone says let me think about it.

What do you say to them

at the end of that conversation,

at the end of the sales call.

Now today I'm gonna teach you something

a little bit different.

I want you to think about the sales conversation you have

before, during and the end, kinda after.

I've taught you how to handle it

when it's near the end of the sales conversation.

Wen someone says to you,

hey I need to think about it,

yeah, I taught you how to do that

in the previous video.

Today I'm actually gonna teach you,

how do you prevent that.

So they don't even say that to you.

That you don't need to talk about,

oh I wanna think about it.

You don't even need to handle that.

We're gonna prevent it.

Prevent this objection,

which is way better when it actually comes up at the end

and you try to handle it at the very end.

I like to handle it up front.

So let's talk about beginning, before the call.

How you set up the call is so critical.

If you are chasing the prospect,

if you are calling the person,

if you are...

You act and sound like a typical sales person,

right there, it's very easy for the prospect

to say, hey I need to think it over.

What they're saying is, I don't think you could help me.

Or I don't know if you offer the right solution

to my problem.

Or I don't know if I trust you.

I'm a little bit skeptical.

They're afraid to take action.

They're afraid to take action

to solve their problem right now.

So that's the issue.

It's not so much that they wanna think about it.

That's not really the issue.

So in the beginning, how you set up that call,

are you calling them or are they calling you?

That makes a huge difference.

Which one are you doing?

Now, in the beginning the call,

here's something that you could say.

It's called Setting the Agenda.

It's how you set the agenda.

Now it could be face to face like this

or it could be on the phone.

It doesn't really matter.

Let's do it like this, we're in a meeting

with the prospect in front of us,

face to face like that.

So I may say something like that,

Hey Mr. Prospect.

I'm glad that we are% meeting today

to see how I could help you

take your business to the next level.

Now, before the meeting starts,

can I ask you a couple questions?

And they say, sure.

You know what, at the end of a meeting,

there are three things that you could say to me.

The first thing you could say is,

Hey Dan, that sounds good.

Let's do some business.

And that's good.

Then we can work together and I could help you.

The second thing that you could say,

it's a no.

And that's perfectly fine.

I want you to know, Mr. Prospect,

it's perfectly okay to say no to me.

If it's not a good fit, you can say no to me.

I can say no to you.

Number three, the third thing that you could say,

but I don't want you to is

I want to think about it.

Because usually what that means is it's a no

and you're just trying to be polite.

So before we even proceed,

can we make a simple agreement

that at the end of this meeting,

you will say either a yes or a no,

but not a I wanna think about it.

Is that fair?

Boom.

I have set the tone, I've set the agenda.

That's how it's gonna go.

Then it's very difficult for the prospect

at the very end to say,

oh I wanna think about it.

No, we have agreed up front.

That's the rule of engagement.

We're not gonna talk about one thing about it.

And so at the end, you're not like

trying to chase them and say,

oh what do you need to think about?

Let's think about together.

Or is it the price?

No, you're trying to justify yourself too much.

You're trying to justify your value.

In this case, I just say that up front.

Very casual, very fair.

And if they give me resistance,

I will say, you know what,

maybe before we even do this, maybe on the phone,

before we even proceed, before we even meet face to face,

why don't I send you some more information?

When you're ready, when you want to do this,

then let's set up a time to talk.

Then maybe I'll send them some more information.

I'll send them some more videos.

I'll send them some more case studies.

Send them some more proof.

I don't want to talk to prospects

unless I know I properly qualify them.

They are pre-qualified and pre-interested

to buy what I have to offer.

Why would I waste time?

So you can use tools before the call to set everything up.

So then when you're talking to someone on the phone,

you are spending your time,

notice the word, you're spending your time.

You're spending your time with a qualified prospect.

So that's what you do.

Before the call, you set the agenda, you set the tone,

and you are telling the prospect,

hey, if we're gonna do business, great.

If we're not gonna do business, that's fine,

but let's not waste each other's time.

You're a business person, I'm a business person.

You've got money, I've got a solution.

Let's exchange.

You give me your money in exchange of the problem.

If you don't want to spend money,

then keep your money, but also you keep your problem.

And that's how you do it.

So next time, before you do it,

before doing the sales call,

try the technique, set the agenda,

and see how people react

and I think you'll find you eliminate that objection.

I need to thik about it.

Let me think it over.

Rarely, rarely do I hear that.

Comment below and let me know

how this technique works for you.