the i have to think about it stall

Assuming you have done a good presentation to a qualified prospect, gotten and used the prospect's hot buttons throughout the presentation and gotten agreement on key points of your product/service, there should be no logical reason for the prospect not to buy now.This is the point where fear and anxiety set in for the prospect, putting aside all the logic, agreements and positive reinforcements that were made during the presentation. It makes no sense for the prospect not to buy now...it's just his fear (based on who knows what) to make a purchase. It is now fully up to you to bring the prospect back to the table and help him overcome his hesitation to pull the trigger.Usually the prospet with "fear to purchase" will try to put you off and coming up with a generality (not a real objection) for not buying now with a statement like "I have to think about it".Here is one way to deal with this all too common prospect blow-off technique.There are only two things to you have to ascertain from the prospect, which once answered and addressed, allow you to logically ask for the order again.#1 is: Does the prospect like the service/product and does he think it will work for him?#2 is: Does the prospect like the price?If the prospect answers "No", to any of the above, then you've found the objection or at least the area where the objection lies.If the prospect answers "yes" to all the above, (he likes your product, he thinks it will work for him and he is okay with the price) then ask: "Then what's stopping you from going ahead?" There is no logical answer at this point not to buy and you can help him overcome his irrational fear by gently coaxing him into making the right and logical decision.He has nowhere to go at this point; he has confirmed that he likes your product/service and the price is right...CLOSE.Example:Salesperson: So, let's place your order now.Prospect: Umm, yeah, let me get back to you later in the week.Salesperson: Okay...but is there any reason we can't get started now and get this product out to you today?Prospect: Umm, I just want to think about it, I don't make snap decisions. (this is just fear)Salesperson: I understand...but let me ask you a question. You like the product/service that we just went over, it makes sense to you and you think it will work for you, right?Prospect: Yeah, it does sound pretty good.Salesperson: Alright. And you're okay with the price, right?Prospect: Yeah, it seems like a fair price.Salesperson: Good. Well if you like the product/service, you think it will help you (work for you, etc.) and the price is okay, then what's stopping you from going ahead with this today?You now have closed the only logical escapes the prospect had to get away. At this point you will either get a real objection that you can address or you just need to lightly push him to make the right decision (buy). This takes practice to master, but once you're good at it, your closing percentage will increase.Jamie Sene.

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