I'd like to think about it - and other sales stalls by Jeffrey Gitomer

Jeffrey Gitomer answers your questions. This time the question is: My service is a financial product and my sales are incoming phone calls by prospects who have heard of me through a referral, a speaking engagement or have seen my website. They call me to ask questions about the purchase, I consider myself very skilled in sales and have a high close ratio but there is just one situation that keeps happening over and over. I get the prospect excited, I ask my close question(I remain silent for a response) and I often get, "Sounds great I want to think about it"(OR a variation thereof). I took the advice in your book to further question the prospect of what exactly they need to think about and if I can help them and I try to get the "true objection" as you state. I have done this 53 times now(as I log each sale activity and outcome) and cannot get the prospect past the point of (to group and paraphrase): "I like your service, I want to buy, but I don't jump into large purchases like this right away, I need to sleep on it, I'll get back to you, I'll be ready next month" etc... Whenever I am given time delays I hold them to that call them back and receive a further time delay. I have classified the status of theses prospects of "THINKING" but they might as well be Closed/Dead. I've even tried using tactics(which I'm not too keen on) of if you buy now I'll knock the price down by 20%. This just gets them to agree with me that its great but not spit out the real reason other then to "think about it some more and yes they do want it but not now". What is your view on the "price discount to BUY NOW" - tactic? Is there any advice you can give me? Thank you in advance, I admire your passion and you are a constant source of inspiration for me. This Video is Jeffrey's answer.

Category:

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• CUSTOMER SERVICE
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• HOW TO SELL
• JEFFREY GITOMER
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• BUSINESS
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• BRANDING

[mycableguyrobert]

I've been telling my sales people this for years....Make a Friend,Make a sale!! Great advice, as always :)

[RuledByHim]

With all due respect, if you lose focus on what Jeffrey is saying and become offended by the memorabilia he has in the background you are simply not paying attention and are looking for things to be offended about.

[slapcompany]

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[Fedproman]

This is really good. Jeffry "gets it" and I love the fact than an "old guy" (I am one too) has moved away from the gosh awful sales techniques crap that is still so common today and all over YouTube by the way.

[TheFloorBoys]

@RuledByHim Well spoken.

[robbrightofficial]

Great advice so true, love your content

[kevindark101]

This guy is the best!

[maddtappin]

Thanks, I work on the streets of NYC selling comedy tickets and this works well. I find almost everyone "needs to think about it" but i pause....agree with them that I would do the same thing, then level with them like were old friends...works well

[skidz4500]

Nice shirt. Black and white are not the most flattering for you. You look great in red, light red, and dark blue. Green also is a great color on you. You are 63 not 93 dress like it.

[Kommaseir]

You have to set the stage from the beginning. In other words, you could say something like "If I can show you that my (product/service) can (earn you more money/is easier to use/etc) than what you currently receive, would there be anything else you would need to consider before purchasing? If yes - what would that be? If no - then you have a deal and shake their hand and look them in the eye when you do it . I like to deal with the potential stall first - not at the end.