DO THIS when they say “I want to think about it”…
DO THIS when they say “I want to think about it”…
When a buyer tells you they want to “think it over” after you’ve invested significant time, money, and energy into an opportunity, it can be frustrating and confusing. But rather than giving up, there are steps you can take to try to rescue the sale.
Use one of the five questions provided to identify your prospect’s reservations and propose a mutually beneficial agreement. These questions include:
- Asking the prospect to choose what their most likely obstacles are.
- Asking for permission to speak candidly
- Requesting the next step
- Setting a timeframe for their next step so you know when to reach back out.
- Asking what will change if they don’t go with your solution.
Other options include checking on key stakeholders, asking what their decision criteria is, and revisiting your value proposition. By using one of these approaches, you can try to move the sale forward and better understand where the prospect stands. Don’t give up just yet – try these tactics and see if you can rescue the sale. Follow and save for more actionable content.