How to Flip 'I’ll Get Back to You' Into a YES Instantly

Summary

This sales training video teaches how to handle the common objection, 'I need to think it over.' The speaker outlines strategies to disarm prospects, raise status, and identify the real concerns behind the objection. Key tactics include agreeing with the prospect to lower their guard, scheduling follow-up appointments to create urgency, and using verbal pacing to encourage deeper reflection. The video emphasizes understanding the real objection, which is often not about the product but a defensive response. Ultimately, the speaker aims to help salespeople increase their closing rates by guiding prospects toward commitment through empathetic and strategic conversation.

Takeaways

• 😀 Master the art of agreeing with the prospect to let their guard down and create an open dialogue about their real concerns.
• 😀 Instead of using aggressive closing tactics, focus on scheduling a follow-up appointment, which subtly raises your status and keeps the conversation alive.
• 😀 Always communicate that you're busy and in demand. This builds your credibility and makes the prospect see you as an expert they need to work with.
• 😀 Verbal pacing is essential—slow down your questioning to allow the prospect to internalize and provide deeper responses, which leads to discovering the real objection.
• 😀 Prospects' 'I need to think it over' statement is often a defense mechanism to avoid revealing their true concerns. Get to the real objection by creating comfort and trust.
• 😀 Use questions like 'What was it that you were hoping to go over?' to dig deeper into their concerns, which will reveal the real objection or hesitation.
• 😀 Never let the prospect feel like they have full control in the conversation. Instead, subtly guide them to qualify themselves to you.
• 😀 If a prospect mentions meeting with another company, dive deeper to uncover whether price is a major concern or if the decision is based on other factors.
• 😀 Avoid phrases like 'cheapest price' because it makes the prospect associate you with lower value. Focus on the result you can deliver instead.
• 😀 Always ensure that the conversation ends with clear next steps. Whether it's setting another appointment or addressing their concern, this helps you keep control and continue the sales process.

Q & A

What is the first step when a prospect says they need to think it over?

The first step is to agree with the prospect. This helps lower their guard and creates rapport, making them more comfortable to share their real concerns.

Why is asking about a time frame important when a prospect says they need to think it over?

Asking for a time frame, such as ‘What’s your time frame for getting back to me, in the next day or two?’ establishes urgency and raises your status as a busy professional, subtly signaling that you are in demand.

What is the significance of the phrase ‘I’m not sure if I’ll be available randomly next week’?

This phrase communicates that the salesperson is busy and that the prospect should commit to a specific time, reinforcing the salesperson's value and status.

What is the purpose of the 'calendar commitment' technique?

The calendar commitment technique encourages the prospect to schedule a specific time with the salesperson. This approach positions the salesperson as an expert with limited availability, which prompts the prospect to take action.

What does verbal pacing mean, and why is it important?

Verbal pacing involves asking questions slowly and allowing for pauses, which gives the prospect time to internalize the question and think more deeply about their response. This helps avoid knee-jerk reactions and surface-level answers.

How does verbal pacing influence the prospect's response?

By pacing the conversation with pauses, you help the prospect process the question more thoughtfully. This often leads to more honest and detailed responses, helping uncover the real objection.

What should a salesperson do if a prospect mentions they are considering other options?

The salesperson should ask clarifying questions like, 'When you say you’re looking at other options, what exactly do you mean?' This helps uncover if the prospect is simply considering other companies or if they have specific concerns.

What is the purpose of ‘looping’ in the sales conversation?

Looping involves going back to previous concerns or objections and addressing them repeatedly to gain a deeper understanding. It helps the salesperson dig further into the prospect’s real objections and concerns.

Why is it important to avoid sounding too monotone when speaking to prospects?

Speaking in a monotone voice can sound robotic and disengaging. A varied tone and pacing keep the prospect engaged, making them feel more comfortable and encouraging them to share their true objections.

How can asking the question ‘Is the cheapest price the most important thing, or is the quality and result more important to you?’ help a salesperson?

This question helps the salesperson clarify whether price is the main concern or if the prospect values quality and results more. It reframes the conversation from price-based objections to the benefits and outcomes of the solution.