How To Close A Sale | Client Says “I’ll think about it”

By Andrew and Pete | September 3, 2019 |

There’s no worse feeling when you’re really close to a sale and the prospect says “I’ll think about it and get back to you” Wish you knew how to close a sale?

Or “I don’t think this is for me right now… but it sounds great!” Eughhh ☹️

You’ve put in all this hard work so far, maybe you’ve sent them a proposal, or you’ve been chatting over email, or you’re in a sales meeting… and you just can’t quite get them over the line.

Well, we want to make sure you avoid “I’ll think about it” by showing you 5 reasons people aren’t buying and what you can do about it to close more sales.

👉 Watch the video

RELATED TRAINING FROM ATOMIC:

▶ Salestastic

There’s no worse feeling when you’re really close to a sale and the prospect says “I’ll think about it and get back to you” Wish I knew how to close a sale?

Or “I don’t think this is for me right now… but it sounds great!” Eughhh ☹️

Well, we want to make sure you avoid “I’ll think about it” by showing you 5 reasons people aren’t buying and what you can do about it to close more sales.

Make sure they feel a problem

The first problem you need to overcome, is making sure they feel they have a problem. Are they stuck, frustrated, unhappy, tired? How badly do they feel a problem? And have you made them feel the problem enough that they want your solution?

For example, if I have an abundance of pens handy, great pens too, I’m not going to feel the need to buy a new pen.

Telling me all the features about the pen you’re selling won’t help… It might be the best flowing, ergonomic, stylish pen in the world, WITH a limited discount offer, but I STILL don’t want it!

I need to see there’s a problem in the first place…

So if I had to sell you a pen I’d ask, “Do you write a lot?”

“Yes, OK, well then, do you sometimes get pains in your hand after writing for a while? Yeh? Well did you know that 30,000 people have to go see physiotherapists each year due to hand strains from writing, do you have an ergonomic pen that helps? No? Well maybe you should take a look at my pen because it helps prevent hand strain, so you can write for longer without it hurting, wanna take a look?”

You see, people only buy when they feel like they have a problem. So if you want to close more sales, make them feel the problem more.

Create desire

Once you’ve highlighted that problem in step one, the desire should come easier… what does their life look like if that problem is solved… do they make more money, save more time, how sexy or popular will they be? Or how happy are they?

People buy on emotion more than logic, so once they feel the problem, can you paint that picture of what their life will be like once that problem is solved?

This is the part that can feel a little icky… slimy salesmen ham this up and it can come across as pushy or disingenuous, and we know you don’t want to come across like that… what we’re basically saying is find out what their goals are and show that you empathise. If you know your solution HELPS them with their problem… tell them.

This is where we need to get over that imposter syndrome and put our best foot forward, because we’re here to tell you that you are awesome and you need to let that shine through! 🌈

A way to make it less about you if you’re not comfortable with that, is to use customer stories at this point

For example, “One pen owner said they never felt hand strain again and could write for longer!”

More desire = more sales closed.

Demonstrate the value

The third thing you need to do to close more sales, is make sure your price is justified and that your prospects see the value.

Let us know in the comments, if you’ve ever been told that you’re too expensive! 👇

If you’re a small business owner there’s no point in competing on price, you don’t want to be in the race to the bottom.

And so… there are probably cheaper solutions than you out there.

Now, it’s not necessarily a good idea to point this out, BUT we don’t want you to stick your head in the sand either.

The price objection is rarely to do with price, it’s more to do with perceived value.

The ergonomic pen is more expensive than a regular biro… even if they look exactly the same… but the value in the ergonomic pen is much higher.

So if you know you’re more expensive, when you’re having that sales conversation… make sure the value or point of difference you bring is super clear.

This brings us onto our next point nicely, because they may see the value, OR they may still be comparing it to the cheaper option…

Handling objections

The fourth thing you need to focus on is objection handling, and even better than that… PROACTIVE objection handling.

For example, a prospect might not tell you that they are comparing it to the cheaper option, and if they don’t tell you when you ask for the sale, they’ll probably say the dreaded “I’ll think about it”.

If you get that, all you need to ask is, “Sure thing, is there anything that’s holding you back in particular?”

The more you do this, the better you’ll get at answering these objections and the more you’ll be able to do it proactively.

For example, we know that one of the biggest reasons people don’t join memberships is because they don’t have time to implement what the membership will teach.

We saw that problem, and we built into ATOMIC how to fix that problem.

So now, whenever we’re in a sales conversation about ATOMIC, we know 99% of people will be thinking about that objection, and rather than waiting for it to come up, we can explain how we’ve fixed it proactively.

We’ll explain… “When you join most memberships, they just tell you to do more stuff that you don’t have time to do… this is why most people join memberships and don’t implement what hey’ve learnt. but when you join ATOMIC, the very first thing we do is help you discover more focus, and tell you what to STOP doing, so that instantly you have more time in your business, not only to take part in ATOMIC but also any other memberships you’re currently part of.”

So start working out what the objections are, and the common ones, solve them… and be proactive about handling.

Now all of these things so far, helping prospects feel the problem, stimulating desire, showing the value, and tackling their objections, ONLY work if you’ve got this fifth thing…

Be confident in what you’re selling

If you’re not, then this is the biggest reason you’re not getting more sales.

People will only buy off you if they trust you, and if you don’t even sound confident about your offering, they ain’t gonna trust you. People can see it a mile off.

That’s the mindset you need to have going into sales, you need to be confident that you can help with that problem, and that that person will get the benefit of what you’re selling them.

And if you don’t feel like that, then you need to fix that first!

Have you every been told you’re too expensive? Let us know in the comments and if there’s enough interest we’ll do another video going into more depth on the ‘your price is too high’ objection! 💥

Posted in Blog

RELATED VIDEOS: