I want to think it over

If you have been in sales for any time at all you would have heard a prospect say  “I want to think it over”

And it’s true sometimes you just need to mull it over.
It actually takes me about a year to buy a new car.

The typical way salespeople deal with this objections is to start getting specific about what is the prospect’s concern, saying things like,
“What specifically do you want to think about?”

Now this approach has worked well for me in the past and I must admit it was used with quite a deal of empathy, curiosity and a genuine intention to get a good result for the prospect.

Now Geoffrey Gitomer of “The Little Red Book of Selling” fame thinks this is old hat and offers his approach in the attached post.

Read more here…