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The “Think About It” Closing Technique

Friday, Jun 26, 2009

Jessica Helinski

 

Split-second decisions are rare when contemplating purchasing new services or products. As a salesperson, there are things you can do to hasten the prospect’s decision after hearing your pitch without backing them against a wall and demanding an answer. ChangingMinds.org offers some advice on what to do post-pitch. Give the prospect a few minutes to digest the information by saying something like the following:

I can see you’re carefully thinking about it. I’m going to step outside for a couple of minutes so you can decide in your own time.

How long would you like to think about it? Can I get you a cup of coffee while you decide?

Step away for a moment to let the prospect ponder what you’ve presented, and stay away for a few moments. After your return, you will likely have a better gauge of what his or her response will be. Is this “Think About It Close” not for you? Check out ChangingMinds.org’s long list of other closing techniques.

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  • http://www.acorn-online.com Dotti Bateman

    Since most of my contacts are by email or phone, my way of handling it is as follows;

    “Since I have a space deadline, let me book it at no obligation whatsoever. If you decide not to run, you will still have a day or two to think it over”.

    That is a technique I use with my current clients only, not clients who have never advertised with me.

    It works nine times out of ten.

  • Kristelle Siarza

    One of my favorite stories from a colleague was this –

    Instead of the think about it approach, he used the “pray on it” approach.

    He offered his client the product and price, and the client said, “well, let me pray on it.”

    He said, “well, why don’t we pray together?”

    They held hands, said a prayer and then the client said yes.

    true story!