You’re sitting in front of the prospect closing the deal and he throws the ‘ol “I need to think about it” objection.
What’s your typical response?
“Let’s talk about it. Perhaps I can answer your concerns now?”
And the prospect states the same objection again,
“I just need to mull it over. I never say yes right away.”
What do you say?
Here’s what I hear back from well intention sales people…..
“Christine….When should I follow up? Should I give the prospect a week, two weeks?”
The answer is NO…
There’s a critical follow up window of opportunity, and following up after a week or two…well…you’ve lost the sale.
Selling is tempering the buyers’ battle between emotion and logic.
The buyer’s objections are speaking through his logical mind, BUT he buys from his emotional mind. There’s an internal tug of war going on inside of him between his logical mind and emotional mind. What side wins is determined by your follow up window of opportunity.
The Critical Follow Up Window of Opportunity
The answer is you have less than 48 hours to follow up. That’s right…two days. Every hour after you’ve left the prospects office, the emotional mind diffuses and the logical mind starts to take control.
Tic, Toc, Tic, Toc.
Time is NOT on your side.
How do you position yourself to follow up within 48 hours?
Don’t ask the prospect,
“When’s a good time to follow up?”
Usually the prospect will say, “Next week.” Or worse…”Give me a couple of weeks.”
You can’t wait that long because it will be outside the critical follow up window.
Instead position the question this way..
“Mr. Prospect, I understand the need to think it over. I’ve been in situations where I’ve had to think over a decision too. I’ll give you a call tomorrow and touch base to see if additional questions may have surfaced. What’s best for you morning or afternoon?”
Now…two important key points here.
- Giving the prospect 24 hours doesn’t make you look desperate, if you frame it around him “to see if additional questions may have surfaced”. This shows your intention in helping him. If you just said, “I’ll give you a call tomorrow, what’s best for you morning or afternoon”, then you’ve made it about you.
- A 24-48 hour follow up time frame, shows your seriousness in answering any questions that may come up and in getting a decision. The prospect knows you’re not just another sales rep but a sales pro.
If the prospect pushes back and insists on a follow up next week, then his objection of “thinking about it” is just a smoke screen and not his real objection. That’s a topic for another article.
Remember, your role is to help and guide the buyer through the decision making process.
Now it’s your turn. Do you have successful follow up tips you can share with the community? If so, leave them in the comment section below. I’d love to read them!
And if you found this article helpful, will you share it with a few of your friends?