I love to hear "I need to think about it." It's music to my ears

It's great when I get an "I need to think about it," because it's an easy objection to overcome.

Overall, any objection is great to hear, because you can't close the sale until you weed out, and overcome all of the objections.

All you need to do is find out what they need to think about! If they say "I need to think about it."

There's a good chance they'll tell you what they need to think about.

So, what do you do? Just ask

You could just ask; "what is it you need to think about?" They may just tell you what the objection is.

If that doesn't work, it's one of three things that they need to think about

If you ask; "what is it you need to think about?" and that doesn't work, it's one of three things they need to think about, and you need to find out which one, so try this:

  

So, you simply need to ask; "Mr, customer, if you need to think about it, it's one of three things"

1. "Is it me? Have I done a good job?"
2. "Is it the vehicle?" (or the product you're selling)
3. "Is it the price?"

Isolate the objection

Now we need to be sure that's the only objection, we don't want to overcome the objection and find out if there is another!

So, once we've discovered the objection, isolate it in this way:

Let's say the objection is the price. "Boy, this is a little more than I was hoping it would be"

Here's what you'll say to isolate the objection: 

"Besides the price, is there anything else that would prevent you from driving this car home today?"

If they say; "no," you know you've uncovered the only objection.

Now that you've uncovered the objection, you can overcome it!

Here's one easy close, but you really need to know lot's of them to close deals, the is the agreement close, it's one of may favorites:

"Yes it is, it has more equipment than you originally wanted" or; "yes, with the leather seats and the touchscreen it's a little more"

You've just agreed that it's more than they wanted to spend, now close:

"How would you like it titled? In your name only, or would you like your wife on there as well?"

That's a nice either/or close (learn about the either/or close in my Baker's Dozen for Relationship Selling)

If that dose not work, you'll need to keep trying. 

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• We're currently using another supplier and we're happy.
• It won't work for us. We don't need it.
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• You're just trying to sell me ...
• I like the idea, but I need you to tell me I'm making the right decision.

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Are you new to selling, struggling in sales,or just want to sell more? 

These are the essential secrets to selling and the first things a beginner in sales needs to learn. If you always do these things — you will succeed!

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