Sales Training Series #12

Insights from recent trainings

Welcome back to another Sales Training series!

These posts are intended to give you insight into what it’s like to train with me while providing actionable tips you can use in your day to day.

Note: I intentionally keep the descriptions of my clients vague for privacy reasons.

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“I need to think it over”

When a prospect tells you they need to “think it over” that means it is a slow No (99% of the time)

Stop accepting “think it overs”.. The only 2 acceptable outcomes in our world are a Next Steps or a No.

Easier said than done of course.

Take the example of a recent training I did. My client was often hearing “I need to think it over” at the end of the hour without clear next steps forward.

“I’m going to talk to my partner tomorrow and get back to you by Thursday”

“I’m going to do some research and let you know my decision by the end of the week”

“I need to meet with [competitor] and then if we’re still interested I’ll get back to you”

These are not next steps.

And the fact that many sellers think this qualifies as a next step stems from the same beliefs & behaviors that lead to missing target.

Hope has no place in your strategy.

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Prospects don’t get back to you for any number of reasons.. such as:

• They didn’t want to reject you to your face

• They forgot to get back to you

• They were lying when they said they’d get back to you

Regardless of what the reason is you can’t count on a promise.

So here’s how I helped my client deal with one of the “Think it over’s” and turn it into clear Next steps or a No.