SALES TIP

I'd like you to imagine three things. The word "Yes," the word "No," and the letters TIO, my acronym for the all too popular Think It Over. Ok, got all
three in your mind's eye? Well, just go ahead and put a big X over
the TIO because people rarely think it over anyway.

I'd like you to imagine three things. The word "Yes," the word "No," and
the letters TIO, my acronym for the all too popular Think It Over. Ok, got all
three in your mind's eye? Well, just go ahead and put a big X over the TIO
because people rarely think it over anyway.

The overwhelming majority of sales people who accept TIO as a
reason to end a sales call are prone to due so based on their own inability
to make decisions.

Here's what I mean. You are a consumer as well as a salesperson,
right? As such, you have a decision protocol that influences the
process of how you arrive at a decision. Some people are quick to
decide. Others labor over decisions. Some people need to shop
around. Others look for lower prices. Regardless of which it might be, it
is still in your mind a valid reason to TIO. Let me translate your thoughts
when a prospect tells you they want to think it over.

Prospect: I want to Think It Over
Sales Person: Ok, here's my card
Translation: Hmmm, well, if it were me, I guess I'd like to think things
l like this over a bit too.

The idea that your prospect wants to think it over actually makes sense to you. Back in your sales role, you can easily become sympathetic to
those who choose this stalling tactic because you believe it has validity.
But again, how many people do you suppose really think it over at all?
Many people just say they want to think it over by default or as a result of
a conditioned response developed interacting with other salespeople.
Some folks just can't make decisions. Either way, you need to get rid of
the TIO; otherwise, a prospect who would have bought from you today
won't, and may find a reason not to buy from you tomorrow. Even when
they should own your product or service!

Let's look at how to handle it. The first thing we have to look at is our
own predisposition not to challenge a prospect's right to TIO. The main
reason for this stems from our desire to avoid making the customer
upset. And, as well it should; however, if a prospect is sincere about
thinking it over, they will usually be able to articulate what they need to
think about. The only prospects that will get upset are those just using
this as an excuse to shop your price or are just uncomfortable telling
you, "No." It can be really tough determining which ones are sincere and
which ones are playing you, so you'll need to employ some tact here
along with some strategy.

The first thing you will have to do is put your prospects at ease by making
them think they're off the hook to go think it over. Use a statement like,
"Thinking it over makes perfectly good sense to me." Your prospects think
they're home free and drop their defenses. You can then follow it up with,
"So what would you like me to do next?" The prospects will most likely
respond with, "We'll let you know," or some other wishy-washy answer.
That's just what you wanted. It's now time to, get real interested, not curious
or skeptical, just interested! Say, "I'll be looking forward to hearing from you,
between now and the next time we (get together or speak), what do you
think you'll think about most?" Remain silent or just look at them with the
most sincere look of interest you can muster. They might try to elude your
question with, "Not sure, I'd have to think about it, blah, blah, blah.
" Whatever they say, respond in a playful, lighthearted way with, "Gee, if
you had to pick something." Use the same interested look or silence, and
under no circumstance should you help them with a multiple choice list here.
Just listen. When they finally pick something, don't try to overcome it! Using
a Surprised Expression say "That's the last thing I figured you'd say!" even
if it wasn't. This will prompt them to further explain.

You are now actively facilitating their process of thinking it over, which is
right where you wanted to be. The prospects who really needed to think it
over now have and the others will have had to develop the courage to tell
you that they are not really interested. Either way, you have freed up some
time. You could use it to go home, hug your kid, or pet the dog. It sure beats
wasting time with the wrong prospects. When you get really good at this,
you'll have so much extra time that your family will get sick of you hugging
them. So, as an alternative, you could always go out and get yourself
another prospect. What a thought!

Now, let me ask you one final question. Are you going to subscribe to
Creative Selling? Before you answer, remember our deal with the TIO.
Stop reading and answer! Really now, between now and the next time your
having difficulty gaining, maintaining or closing a sale wouldn't it make
sense to spend some time learning how to effectively handle those
challenges? Creative Selling will provide you with insight for handling not
only the TIO but hundreds of other challenges salespeople face each day