“I need to think about it”
These are the words you shudder to hear when you are with a client. It’s because we believe that these words mean something else and we’ve learned to fear the word, No.
Most salespeople would want to know what kind of script that you can use to overcome this objection. What magic words can you say that will change your client’s mind.
A small group of folks would want to pressure their client into making a decision today. And that’s a sure fire way to create a remorseful buyer or worse have them shut down completely.
That exactly what I do when I feel forced or even manipulated into making a decision that I’m not ready to make.
When I say, “I need to think about it,” it usually means that I do not have all of my questions answered and need some time to get resolution.
And if you are not willing to give me that time then I will find someone who will.
This is why I was so attracted to Jim Camp’s negotiating style. He laid it out in his best-selling book, No: The Only Negotiating System You Need for Work and Home.
Now Jim was no slouch in business. He earned the nickname, the Most Feared Negotiator on the Planet, from winning billion-dollar deals for big business and governments worldwide.
In his book, Jim said, “Nothing is more important to a successful negotiation than for you to make as clear as possible from the very beginning that “No” is a perfectly acceptable response.”
It’s because the option of saying “No” helps people get past the emotional issues and focus on the decision that makes the best sense for them.
I know that some of you are thinking this is a crock of crap, so let’s look at two different approaches to a new prospect and see how you feel after each.
Typical Approach #1: Hello, Mr. Customer. I am Steve Jolly with Benchmark Realty. We offer the finest real estate services to homeowners like yourself, I’d like to sit down and show you all we can offer you. Would 3pm on Tuesday or 4pm on Wednesday work better for you?
Alternative Approach #2: Hello, Mr. Customer. I am Steve Jolly with Benchmark Realty. I’m not sure if what we do fits your needs. And if it doesn’t, would you just let me know and I’ll be on my way. Is that fair?
The second approach is most likely to put your prospect at ease and start a conversation. And that should be your first goal with a new prospect, a conversation. That’s because conversations lead to relationships, and relationships lead to sales.
The first approach lays it all on the line. If you get shot down, it’s game over. No chance to recover or even have a conversation. Who wants to be in that situation?
I’ve built these skills and many others into the training at the Insiders because they have been the source of success in my own business. And I want you to have the same experience with a shorter learning curve and fewer struggles.
If the Insiders sounds like something for you, then hit me up with any questions that you have.
Or go here: https://insiders.teachable.com/p/insiders/.
P.S. If you would rather have these type of marketing services “Done For You,” then give me a call at 615-519-0983 and let’s talk about it.