What to Think About I Need to Think About It

I Need to Think About It

“I need to think about it” ….have you ever had a customer say that to you? If you’ve been in sales for any length of time chances are pretty good you’ve heard it. It’s a normal reaction but if you’re hearing it a lot…that’s not normal and you may be giving your customer too much to think about.

On today’s show discover:

  • …one of the most common reasons customers don’t buy;
  • …how to avoid giving your customer too much to think about;
  • … and a proven method for overcoming the “I need to think about it” objection.

Subscribe to KO Sales Coach iTunes | Android | Email | RSS | More Subscribe Options

Leave a Rating and Review in iTunes

 

Opt In Image
Get Amazing Results and Enjoy More Success
Discover proven tips, strategies and ideas from the best in sales!

Enter your email address to get your FREE copy now!

Your information will never be shared or sold to a third party.

The Downfall of Civilization

crayon-215873_640A colleague once told me he felt the downfall of civilization would someday be traced back to crayons. (an odd idea but he certainly had my attention) You see at one time there were just a few colors. Red, Green, Blue, Yellow….but now there are too many to choose from. In fact, Crayola crayons come in 120 colors including 23 reds, 20 greens, 19 blues, 8 yellows and more…

It’s kind of the same with TV isn’t it? When there were only 3 channels you picked one and watched what was on. Now, you spend 30 minutes looking through the available options without ever watching a show!

But wait a second…we like having more to choose from so how will all these choices lead to the downfall civilization? (I don’t know but I do know that too many options can hurt your sales numbers).

Too Many Options Can Hurt Your Sales

According to a Columbia University marketing experiment more choices may bring customer in, but fewer choices encourages them to buy.

harvest-482617_640A brief of the experiment:

  • 24 Flavors of Jelly on display to Sample = 60% of people who walked by stopped to try some but on 3% purchased.
  • 8 Flavors of Jelly on display to Sample = 40% of people who walked by stopped to try some but 30% purchased.

Analysis Paralysis

When there’s too much to consider they can become confused and paralyzed….rather than make a decision many will say “I need to think about it” and walk. Your job, as a salesperson, is to sift through the clutter for your customer and help simplify their decision. The best way to do this is to spend time understanding their specific needs and wants before showing them the features and benefits of your product.

You know your product has 35 amazing features but if you “shotgun” all those features and blast your customer with too much information; they might just tell you they ‘need to think about it”. On the other hand when you take the time to get to know your customer, learn what they need and learn what they want you can narrow those features down to 2 or 3 that really hit home!

By finding the features that are most important to your customer you increase your chances of making the sale and decrease the chances you’ll hear “I need to think about it.”

Today’s One Two Punch

Limit options to close more sales

 

Ways to subscribe to The K.O. Sales Coach

If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!

  • Click here to subscribe in iTunes
  • Click here to subscribe via RSS
  • Click here to subscribe via Stitcher

Feedback

We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!

Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!

 

 

 

Comments

comments

Leave a Reply

Your email address will not be published. Required fields are marked *