What Question do you ask when your prospect says "I want to Think it OVER"?

Summary

In this live session, Jeremy Miner, founder of Seventh Level, discusses overcoming one of the biggest sales objections: 'I want to think it over.' He shares valuable insights on how to create urgency by asking the right questions, helping prospects recognize their own problems and the consequences of inaction. Jeremy also explains the importance of scheduling specific follow-up times to avoid vague responses and gain clearer insights into prospects' real concerns. He emphasizes a collaborative sales approach, transforming how professionals sell by addressing human behavior rather than pushing for a sale. Additionally, he announces the opening of a new office in Scottsdale, Arizona.

Takeaways

• 😀 Jeremy is hosting a live session early in the morning due to a move, which marks one of the last times he'll broadcast from his current home office.
• 😀 Seventh Level, founded by Jeremy Miner, helps sales professionals transform their selling techniques by using specific questions and techniques based on human behavior.
• 😀 The live session focuses on handling the common objection 'I want to think it over' from prospects, which can happen in both B2B and B2C sales.
• 😀 Understanding the real reason behind the 'I want to think it over' objection is key to addressing it effectively and moving the sale forward.
• 😀 Asking the right questions is crucial to create urgency and help prospects realize the severity of their problems, which encourages them to act now instead of postponing their decision.
• 😀 If a prospect says they need to think it over, instead of pushing hard, ask about their time frame for getting back to you, which positions you as busy and authoritative.
• 😀 It's important to schedule a specific time to follow up with the prospect after they say they need time to think, instead of just waiting around.
• 😀 When scheduling the follow-up, you should propose a specific time and even offer to make it easy by syncing calendars, ensuring the prospect doesn’t need to chase you down.
• 😀 Before ending the conversation, ask the prospect what concerns they need to think through, allowing you to clarify any objections they may have.
• 😀 Selling is not adversarial; it’s a collaborative process where you work with the prospect to help them find and solve their problems, which strengthens the sales relationship.

Q & A

What is the primary focus of Jeremy Miner's live training session?

The primary focus of the live training session is addressing the sales objection 'I want to think it over' and providing strategies to overcome it.

Why does Jeremy go live at different times, including early in the morning for this session?

Jeremy goes live at different times due to a major personal event—his house is being moved, and this early session is a result of the movers being present.

How does Jeremy suggest handling the 'I want to think it over' objection?

Jeremy suggests agreeing with the prospect initially, asking for their time frame to get back, and then scheduling a specific follow-up time to continue the conversation.

What is the importance of asking the right questions during a sales conversation?

Asking the right questions helps the prospect identify their problems, creating a larger gap between their current situation and desired future state, which drives urgency to act now.

How can the size of the problem's perceived gap impact a prospect's decision to buy?

The larger the gap between the prospect's current problem and their desired solution, the more urgency they will feel to make a decision and buy now, rather than delaying.

What is the significance of asking for a specific follow-up time when a prospect says they want to think it over?

Asking for a specific follow-up time prevents the prospect from delaying indefinitely and ensures that a future conversation is scheduled, keeping the deal on track.

What strategy does Jeremy use to prevent resistance when a prospect says they want to think it over?

Jeremy diffuses resistance by first agreeing with the prospect's need to think it over, then asking for a specific follow-up time, positioning himself as busy and in demand.

Why does Jeremy emphasize the importance of creating urgency with prospects?

Creating urgency helps the prospect see the importance of solving their problem now, rather than delaying, which in turn increases the likelihood of closing the sale.

How does Jeremy suggest finding the real concerns behind a prospect's objection?

Jeremy suggests asking a clarifying question after agreeing with the prospect, like, 'What were you wanting to go over in your mind?' This helps uncover the true concerns, allowing the salesperson to address them effectively.

What are Jeremy's plans for Seventh Level’s growth and future office locations?

Seventh Level is opening a new office in Scottsdale, Arizona, for USA operations in November, and is expanding internationally with offices in Sydney, London, and plans for a new office in Dubai.