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As many seasoned sales professionals know, 90 to 95 percent of the time when you hear a decision-maker say, ''I've got to think it over,' it's not a stalling tactic at all, but simply a polite way of telling

Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker’s stall is not permanently a put off and they just need to think a bit more here and there their decision, or that they have to sell the idea to someone else. Therefore, many sales and service industry professionals knuckle down the stall, “I’ve got to think prevalent it.” at face value, sold on that a patron truly has an interest in what they are selling and just needs more time to think haphazard the benefits of the offer. However, in their hearts many sales professionals know better, but hope usually wins out in the end and they not refuse the stalling tactic of a prospect as truth and continue to work with them for many weeks or months in the delusion that something positive will come from their persistence.

As many seasoned sales professionals know, 90 to 95 percent of the time when you hear a decision-maker say, ‘’I’ve got to think it over,” it’s not a stalling tactic at all, but simply a polite way of telling you “no.” To reduce the number of polite “turn downs,” as you occult your presentations; from this point forward, make unnamed that you give the decision-maker permission to tell you “no.” This technique will reduce tension in the transaction and encourage candor as you search to find the reason a initially decided to meet with you. (Logic suggests that if you are able to discuss your product or service at any length, there is a good possibility that your prospect has a need.) To give permission to a decision-maker to tell you “no,” just say something like this:

“John, if what I propose today will not work for you or your public utility (firm), please tell me, so that we don’t drag this transaction out over an accidental meeting or two. I don t want you to tell me ‘no,’ but I also don’t want to keep conference you, if what I’ve shown you will not work for you or your organization.”

By giving your prospect permission to tell you “no,” you take most of the tension and pressure out of your closing, creating a windiness where candor and openness prevail. This longitude in arc will help you to discover the true feelings of your prospect random your products or services as you probe to find a prospect’s needs.

Whenever you hear the words, “I’ve got to think it over,” you are receiving an objection. Stalls like this and objections need to be isolated in a sales transaction to make evidential that you have covered each of the issues or concerns of your prospect, customer or client. For most objections you can just ask, “If it weren’t for this issue or problem, is there some else keeping you from purchasing today?” However, to isolate the objection, “I’ve got to think more near at hand this.” just ask the following questions to help put the “I’ve got to think it over.” stall into some perspective:

1. Are you still having problems with our pricing?

2. Do you have a problem with the integrity of the uninvited guest (firm)?

3. Have I said or done somewhat to keep you from purchasing today?

After these three questions, just wait until the decision-maker tells you why he can’t purchase or won’t sign with you. By desire the questions listed here, in most transactions you’ll learn exactly where you stand to know if you truly are working with the decision-maker and there is an interest in completing the transaction. For a proven system that eliminates most stalls, discontinuation out my selling skills manual at: http://www.thesellingedge.com/manual1.htm or the sales tools at: http://www.thesellingedge.com/tools.htm

Here's wishing you every success in your sales activities!

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