“I am trying to tell you that I am not interested.”
Most of our prospects are polite. They won’t tell us “no” to our faces. They feel that it’s confrontational, and they want to save our self-image and feelings.
So these prospects tell us “no” in other ways. Here are some of the phrases that they use:
- “I need to think it over.”
- “I will get back to you.”
- “I have to talk it over with someone.”
- “Is there a video or website I could go to?”
- “Send me some literature.”
- “I will look it over on the website.”
- “Send me an email.”
- “I will look it over this weekend.”
We should take a hint. They want to tell us “no,” but they don’t want to hurt our feelings.
When our prospects tell us “no” with these phrases, rewind the conversation in our heads. Prospects react to what we say. What did we say immediately before we heard this “no” response from our prospects?
Thousands of decisions, but no time to make them.
In pre-closing, our initial conversation should get our prospects to sell themselves. Here is an example.
“WHEN did you decide to start your own part-time business?
“And WHY did you decide to start your own part-time business? WHAT happened to cause this?
“Once you decided to start your own part-time business, how did you FEEL?”
This little conversation will allow our prospects to sell themselves. All we have to do is explain our solution. To do that, we can do a one-minute presentation, a two-minute story, or even a longer presentation if time permits.
Real professionals know that the decision to join happens early in our conversation, not later. It is what we say early that counts.