Death of a Salesman? ItТs What Happens When the Customer Says УIТll Think It Over!

I was selling employment testing material that was based on the teachings of a well-known sales trainer. The question that brought the most conversation was about closing. How do you ask for an order? When someone says IТll think it over, do you become the nice customer service type that says Уfine, call me when youТre readyФ or do you go for the throat and say Уwhat is there to think about?Ф You know the first response is totally wrong and the second, which is the suggested answer, will probably turn the customer off. You try to say it nicely but at this point itТs likely heТs not going to say much more. What did I do? I said gently and with a smile in my voice, УMr. Customer, could you think out loud so I can hear you?Ф

I must tell you, I did not expect the response I got. He laughed heartily and said he could do that. He proceeded to tell me his reasoning and I proceeded to answer all his objections. We were both very relaxed; he purchased my product and congratulated me on my question and my closing.
ThereТs an old adage that says, УA smile given to another can make the difference in their day and yours too.Ф

Needless to say, I decided selling could be fun. I did not go back to boring bookkeeping and now that IТve retired, these words Сcould you think out loud so I can hear youТ are my present to you.