Here is one of the most feared objections.
I already imagine many of my friends terrified and panicked only at the thought…
What Gurus Recommend
When I read several articles from various “gurus” in the sales field, I often read suggestions that mention “ready to use sentences” that will allow you to close the sale almost immediately.
As if magically, after listening to the fateful answer the customer stops thinking and tells you: “Thank you for existing! I have no more doubts, I’m ready to buy!
So am I telling you that I do not believe in “closing phrases”? Yes and no: In certain situations, especially when the client is undecided, this type of answers can work and can actually help you close the sale, I used them many times, but in most “day to day interactions”, in today’s world, where customers have multiple ways of collecting information (online shopping, social media, etc.), where everything is “at your fingerprint”, it takes much more than a “packaged phrase” to actually close a sale.
The Real Solution
What to do then, when the customer tells you that he/she is not ready to buy now and is still “shopping around”?
1) Be Prepared
There are no “shortcuts” regarding your knowledge of your products or services and those of the competition.
Today the customer wants to buy from someone who knows the product “inside out” and that is capable of offering customized solutions.
My advice then is to study, to gather as much information as possible, not to limit yourself to your products or services, but to be someone who knows the market, who can work with your customers and help them to understand their real needs: As I have already mentioned in the past, in my opinion, this is the only way to survive in this profession without becoming a dinosaur.
2) Be Their Shopper
What are you telling me, Dylan? Are you crazy?? Are you telling me to help them shop around? I want to sell my product not that of the competition!
Here is my suggestion: When customers are still doing their homework, the last thing they are looking for is an aggressive salesman trying to change their mind; Most of the time if you push too hard, you’ll end up losing them.
What happens if, on the contrary, you show them to be on their side, giving them real advice on how to solve their situation by helping them to compare the various products to yours?:)
As I said initially, this approach presupposes a detailed knowledge of the benefits of your products or services to the point of being able to courageously demonstrate how your solutions are actually the best, and if implemented properly you will literally shut down their objections.