Yesssss please do this at all the top university amd teach your brilliance! Master educator, pioneer and co passionate orator and communicator atHE Jeremy Lee Miner - don't forget the LEE!
9 months ago | 1
That’s fair. Thankfully I don’t do cold calls anymore but similarly, I would say “Okay well let’s do this, I’ll shoot you over an email. What’s a good one for you?” Many times they had already said “can you send an email” just to blow me off. Now that I have an email (and they’re talking), I will tell them “Okay and just so I know what to include in it. Who are you guys using right now? Yeah? How many offices do you have? Oh nice so how does that work out?” Whatever I need, they really do let their guard down at this point. I can usually get a couple pieces of info out of them, or it does turn into a whole conversation and we both get relaxed and I understand their personality so I can mimic it and we have the whole convo right then and there. At that point it can even turn into a full appointment set for that week.
9 months ago | 0
Jeremy Miner
You should never have to hear a prospect say, “I need to think about it.”
Because it’s NOT a real objection.
If someone says “I need to think about it,” it’s because you didn’t build a big enough gap in your prospect’s mind to make them feel the urgency to change their situation.
Next time somebody tells you that, say this:
“That’s not a problem. What’s your time frame for getting back to me in the next day or two just to see if I’m available?”
You book a specific time, and because they think you’re about to get off the phone, their guard goes down. Then you tell them this:
“Now before we go, what was it that you wanted to go over in your mind? That way I know what questions you might have when we talk on Thursday.”
Most prospects will tell you their real concern after this, and then you can help them overcome it.
I recommend copying and pasting this into your script so you don’t forget it. Feel free to use it as a last resort in case it comes up.
But I don’t want to just give you a band-aid for overcoming this concern…
You can learn how to prevent this from even coming up in the first place.
In my upcoming “Talk Less, Sell More” Challenge, I’ll show you how to build a bigger gap in your prospects’ minds by tapping into the five-stage NEPQ™ sales framework that top salespeople are using right now.
This framework shows you step-by-step the right questions to ask at the right time with the right tonality, and by the end of the challenge, you’ll walk away knowing how the top 1% sales professionals prevent objections in their conversations.
This doesn’t just work for “think about it” concerns. It also works for:
“It’s too expensive.”
“Let me talk to my spouse.”
“I need to pray about it.”
“I’m busy. Can you call me back?”
And any other concerns your prospects have.
If you want to learn the step-by-step process top salespeople use to prevent objections…
Head here to sign up: nepqchallenge.com/sell-more
See you there!
9 months ago | [YT] | 276