June 20, 2015 by Sandler Rules in Sales Process
Have you ever had a prospect tell you, “I need to think it over?
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What does “let me think about it” mean?
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Figure out what’s going on.
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Give people permission to say “No.”
When a prospect decides not to decide or gives you a "think-it-over," in whatever form that takes the odds are high that you have been treated to a convenient disguise for "No." Uncover the truth, even if it's not something you want to hear.
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- See more at: http://www.gerryweinberg.sandler.com/pressitems/show/5370/215#sthash.4n0xGCPi.dpuf |
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