“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.