Why people say “I wanna think about it” part 3 the making of a sale

[youtube]http://www.youtube.com/watch?v=XHrhnf3V9CQ[/youtube]

“I wanna think about it” and how to get past it part 1

I wanna think about it” and how to get past it part 2

Sales training seems like it has been built around “I wanna think about it” sales programs and sales people think about if they are going to hear that phrase from the moment they get up in the morning. Traditional closing skills may not be enough anymore as sales have changed more in the last 2 years than it has in the last 80 years.

 

To get around the objection it takes some time and planning through some engineering of persuasion. In the previous 2 articles “I wanna think about it” has been described and explained why people say it and what it actually means.

 

When watching this video think about the sales process and whether or not you would be willing to step outside your comfort zone and try something new.

 

The more that you can make yourself more uncomfortable in any process the more opportunities that you have to make money or experience new things in life.

 

This sales process is easy to use and the amount of influence needed doesn’t changed it just needs to be applied correctly. There are a few things that you must do first and determine what will work for you client and also build some rapport. If you just roll this out without learning what you can do to help the person or the group that you are with it will do you no good at all. 

 

The buyer that you are with must have confidence in you and your company or service. This persuasive sales technique works best once your homeworkers been done and only once you determine what will work or this technique will backfire on you.  
Your job is to narrow down the options for the buyer so that you can take away the “I wanna think about it” feeling from them. You must let the person or the people work out what they do and do not like for the first 2 options. If they talk themselves into a position that they want and feel is needed for them they will take the third option once they have talked it out but do not ask them if there is anything that they do not like about the last option. You will only ask what they do like about it. If you ask for the bad you will end up in a stalemate for moving forward.

Sales success comes from working through sales challenges and finding ways to make the process work for you.

 

Sales software may or may not be able to help work through the objection process but it doesn’t do much to help the real life situations. Through role playing you will be able to learn how to defeat most sales objections. Take your time and learn to have fun with your clients it will help you relax because everything will be fine and normal.
Learning how to sell more and get past objections can be done from learning about what it takes to infleuce people the right way. Persuasive selling skills and techniques have fundamentals that you must learn. “I wanna think about it” has to be one of the most common objections that stumps salespeople. Learn more persuasive selling techniques and stragegies here:

 

I would like to thank you in advance for your comments and oq questions about learning how to get past the objection of “I wanna think about it”.

 

Now go implement!
Scott Sylvan Bell

The art of the upsale taught by the drive through

[youtube]http://www.youtube.com/watch?v=EXdmrRjSv0o[/youtube]

Some sales training does not have the ability to teach the upsale or the art of the upsale. You have to catch people once they have already made their decision. You can explain an option before to get them interested then you ask for the next purchase which is smaller. Sales success comes from being competent in every day sales situations. As a salesperson it’s your job to find better ways that help your clients get what they need not what you want.

Drive through restaurants have done a huge favor for you with their marketing plans along with their sales plans getting people conditioned to make one more smaller purchase.

You get to the drive through and you order your burger or taco and then the guy or girl asks you want a 15 gallon bucket of soda of just 20 cents more. Most people say “heck yes even though I can’t possibly drink that much but its such a value I have to get this”

Well did they really say yes because it was a value or was it because they already spent 6 bucks?

Chances are because they already spent the 6 bucks they bought the upgrade because comparatively 40 cents is much smaller and in their heads it’s not that much more. They have already made the decision to buy.

Whether you have a $1,000,000 dollar item or $50 product there is always a way to find some sort of upgrade that goes along with it. Your job is to help the person with something as long as it does help them with the product or service.

Sure some people will say “I wanna think about it” buy many times people will just say yes.

I am not advocating selling something that is not needed. As a salesperson you do have the responsibility to do the right things for your client.

You do have homework. Your job is to figure out a formula for your process where you can sell your product and then ask for the smaller upgrade option. Most people who are training in sales do not teach this correctly.

As I always I do appreciate your comments down below.

Now go implement!