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| Here's How You Can Handle "I'll Think It Over." |
| From: "Creative Selling" --------------------------------------------------------------------Prospects are often afraid to make decisions. Sometimes they'll do anything to avoid giving you a firm yes or no. One favorite stall is the infamous, "I want to think it over." Here's one way to deal with the stall: 1) Smile. It puts both you and your prospect into a relaxed frame of mind. 2) Tell your prospect, "I understand." You're not agreeing or disagreeing with them, just letting them know that you understand how they feel. 3) Now say, "That usually means you have a money-related question or some other question that I haven't fully answered for you yet." This technique gets your prospects talking about their concerns. Now you can address those concerns and have another opportunity to help them feel comfortable buying. -------------------------------------------------------------------- |
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