"I Want To Think It Over"
"I Want To Think It Over"
by Hilton Johnson
The most common objection that will come up after
finishing a presentation is: "I want to think it over" ...
so you had better be prepared.
Actually, this is not an objection at all, but a stall.
The worst thing you can do when you get it is to push
the prospect into making an immediate decision.
But ah ... there IS a great way to handle it that will work
if your prospect is sincere.
Here's what you say when you get it after a business
presentation:
"I agree, Mr. and Ms. __________, this is an important
decision and you should think it over. How much time do
you need?"
(Wait for answer)
"How do you feel about the program right now at this
moment?"
(They will say something positive)
"If you feel as good about the program in (name the time
they need) as you do right now, will you go forward with it?"
(They will say yes)
"May I make a suggestion? Why don't we go ahead and do
the paperwork now and I'll put a notation on the agreement
not to process it until (name the time they need). If for any
reason you decide not to go forward, just give me a call and
I'll tear the agreement up. That way, if you do decide to go
forward, it will save both of us some time and you'll be able
to get started sooner. How does that sound to you?"
This strategy will not work 100% of the time, but it will work
often enough that it could put several thousand dollars more
in your pocket each year.
For more on what to say and do to build big and fast, go to:
http://www.mlmu.com
The next issue of The MLMCoach(tm) Newsletter will arrive in
your mailbox on February 10, 2005.
Until then.
Hilton Johnson
The MLMCoach(tm)
by Hilton Johnson
The most common objection that will come up after
finishing a presentation is: "I want to think it over" ...
so you had better be prepared.
Actually, this is not an objection at all, but a stall.
The worst thing you can do when you get it is to push
the prospect into making an immediate decision.
But ah ... there IS a great way to handle it that will work
if your prospect is sincere.
Here's what you say when you get it after a business
presentation:
"I agree, Mr. and Ms. __________, this is an important
decision and you should think it over. How much time do
you need?"
(Wait for answer)
"How do you feel about the program right now at this
moment?"
(They will say something positive)
"If you feel as good about the program in (name the time
they need) as you do right now, will you go forward with it?"
(They will say yes)
"May I make a suggestion? Why don't we go ahead and do
the paperwork now and I'll put a notation on the agreement
not to process it until (name the time they need). If for any
reason you decide not to go forward, just give me a call and
I'll tear the agreement up. That way, if you do decide to go
forward, it will save both of us some time and you'll be able
to get started sooner. How does that sound to you?"
This strategy will not work 100% of the time, but it will work
often enough that it could put several thousand dollars more
in your pocket each year.
For more on what to say and do to build big and fast, go to:
http://www.mlmu.com
The next issue of The MLMCoach(tm) Newsletter will arrive in
your mailbox on February 10, 2005.
Until then.
Hilton Johnson
The MLMCoach(tm)
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