SKILL


A Prospect Who Wants to Think It Over Is Opening a Door


TOM WINNINGER


When you hear this worn-out stall, of course you’d like to respond, “How long do you want to think it over – six months or two years?” You know you can’t say this, but what can you say? Many salespeople never learn to deal with the statement effectively.


Psychologists tell us that how you see things in your mind is how they usu- ally become in your life. For example, if you see an objection as a rejection, you begin reacting to it in a defensive way. As a result, you fail to complete


the sale. Of course, salespeople don’t invite


objections. However, when objec- tions happen, salespeople shouldn’t run and hide in a deep, dark cave. Instead, learn to see these so-called


objections as “reach-outs” – as half- open doors. Prospects are reaching out to you for help. They have prob- ably made a mental decision, but they want you to help them verbalize it – a must before they actually go ahead. There are three stages to every close. First, they must mentally decide. Sec- ond, they must verbally agree. And third, they physically accept. Closing power is actually an inner confidence that you have to rely upon when a prospect gives you a “reach- out.” Confidence is actually “the memory of having done a job exceed- ingly well” along with the knowledge of what to say and when to say it. The following strategy is easy to


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