Mastering the Art of Handling "Think it Over" Objections in Sales
Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"
In this episode of Data-Driven Selling by the Sales Insights Lab, Coach Tiffany and I delve into the challenging world of handling "think it over" objections in sales. We start by acknowledging the potential confrontational nature of addressing objections and emphasize the importance of softening our approach.
The episode kicks off with a listener question from KC Carlyle, who expresses frustration with solid conversations with prospects that end in a "think it over" response. Coach Tiffany and I discuss the need to push prospects for clarity rather than accepting a soft rejection to avoid a hard no.
We explore the different types of objections, including cover, concern, condition, and complacency, and highlight the importance of understanding the underlying reasons behind a prospect's "think it over" response. By slowing down the conversation, acknowledging the objection, and helping the prospect clarify their thoughts and feelings, we aim to move towards a decision rather than leaving them in decision purgatory.
Throughout the episode, we stress the significance of creating a collaborative and supportive environment with prospects, rather than adopting a pushy or desperate sales approach. By focusing on building trust, understanding the prospect's concerns, and addressing objections with a structured process, sales professionals can navigate "think it over" objections effectively and ultimately drive towards a decision.
We conclude by emphasizing the importance of mindset in handling objections, highlighting the need for sales professionals to be willing to let go of a potential sale if it's not the right fit. By approaching objections with a strategic and empathetic mindset, sales professionals can enhance their sales process and increase their chances of closing deals successfully.
Join us in this insightful episode as we provide practical tips and strategies for handling "think it over" objections in sales and empowering sales professionals to navigate objections with confidence and clarity.
- "We can't take the soft rejection so that we don't get that hard no." - 00:01:15-00:01:25
- "The goal isn't at that moment to push the prospect across the finish line. The goal is to push them for the clarity to get them to want to voluntarily cross the finish line." - 00:02:24-00:02:34
- "Yeah, I mean, really all we want is a decision. Whether it's a yes or a no is OK. We just want to get to a decision." - 00:02:56-00:03:07
- "So we've got to really like soften it. To me, this is the most important part of handling any objection because like I think you always talk about is like this may be the end of the objection." - 00:13:13-00:13:23
- "Getting them to clarify sometimes like when people just articulate what they're thinking, that kind of solves their thing." - 00:14:47-00:14:58
- "You can't get to effective tactical implementation until the mindset's solid." - 00:18:35-00:18:45
- "You may need a sale, but you don't need this sale." - 00:18:35-00:18:45
- "You need to be willing to let somebody go. You can't try to hold onto them if that sale is not gonna happen." - 00:18:55-00:19:05
- "Once you just say like, hey, I'm okay with losing this, there's others out there, then all of a sudden that frees you up to really help them and help yourself to figure out, is this a." - 00:19:07-00:19:18
- "Thanks for listening. Want more tactical advice on selling? Register for our free video training on the five-step formula to closing more deals without price pushback, think-it-overs." - 00:19:19-00:19:29
