Mastering the Art of #ClassyClose: Turning “Think About It” into a Confident “Yes”
In the world of sales, there’s one objection that every high-end coach encounters: “I need to think about it.” But what if I told you that this seemingly insurmountable obstacle could actually be the key to closing the deal?
Today, I’m excited to share with you a #ClassyClose tip that has revolutionized the way I approach this common sales dilemma. Let’s dive in!
Q: Vanessa, what do you recommend when someone says they “need to think about it”?
A: Here’s the secret: I see “I need to think about it” NOT as something they do alone, but something we do together. Instead of letting them retreat into their thoughts, I seize the opportunity to engage them further right there on the call. I ask open-ended questions like, “Share with me what you’re thinking. It sounds like you may still have some questions,” or “What would be helpful to know so that you can make the right decision for you?”
The goal? To keep the conversation flowing and ensure they feel heard and valued. Because here’s the truth: by letting them go off without understanding their concerns, you’re essentially translating their hesitation into a gentle “no.” But by engaging, you have a chance to turn it around to a confident “yes.”
Q: Vanessa, for people who still want to leave and think about, what are your thoughts and process for follow-up?
A: Leaving things ambiguous is never my style. If there’s genuine interest and they need time to mull things over, I take action right away. I book a follow-up call on the spot, ensuring clarity and commitment from both sides. This way, I know exactly what they’re thinking or doing, and we have a scheduled call on both of our calendars.
On the other hand, if it becomes apparent that it’s a gentle “no,” I honor their decision gracefully. Saying, “It sounds like it’s a no. That’s okay,” allows both parties to move forward without any lingering ambiguity.
Remember, closing sales isn’t just about numbers – it’s about building relationships and ensuring everyone feels respected and understood. So, don’t leave your prospects feeling unheard. Serve them by truly listening and providing all the information they need to make an informed decision.
Ever felt ignored by someone who failed to hear your repeated “no”? It’s not a pleasant experience. Let’s ensure our clients never feel that way. Let’s empower them to make confident decisions that are right for them.
Here’s to mastering the art of #ClassyClosing and turning every “think about it” into a resounding “yes”!
Stay tuned for more #ClassyClose tips and insights to maximize your sales and achieve those large earning months!
