Sales, how can I get a new buyer to buy TODAY with out having to think about it and with out discount?

Question

I work in a telesales environment selling an online credit checking system. I have all the closes under the sun for creating urgency in getting the buyer to buy NOW with discounts, but is there any way to get a YES now with out the cliche line of "i have to think about it" ?
Everything is explained to the buyer perfectly, so they don't need to think about any thing as we do it all for them, but is there a winning line that works to get them onboard today? rather than letting it go "cold" if they have to have a few days to think about it - no discounts.

Answer 1

Check out Zig Ziglar's books, he has some of the best closing info out there. If they say they need to think, they are trying to tell you "no" but don't have the courage because you always have a comeback for everything.

Try this:

You: "I understand you like to think about it, after all it is wise to make an educated decision with the best information, wouldn't you agree?"
Prospect: "Yes of course"
You: "I'm glad we agree, and I encourage you to think about it. But I think you would also agree with me that since you are thinking about my particular product or service and want the best information possible to make your decision, that Yours Truly would be the best source for information about said product/service. As long as I'm already available to help you right now, let's take some time to put our heads together and think about this while we have all the information available and fresh in our minds."
[you might get an objection here, I'm sure you'll know how to handle it if you do...otherwise continue...]
You: We've already discussed how my product or service gives you ____, and the investment is only ____, which will give you benefit of ___ that you've already said you would very much enjoy or appreciate. I believe we've already covered the benefits you'll enjoy of my product/service, but just in case I missed something, is there any other reason you would want to hesitate and possibly miss out on this great offer today?"
Prospect: "well this reason ____"
You: "Okay, so if I hear you correctly, the only concern you have is ____, is that correct?"
Prospect: [some answer...if he/she gives more reason, make sure you have the FULL list before proceeding]
You: "Mr. Customer, I've been taking notes so we'll have the best information so you can make your decision to acquire your brand new product/service from me. I understand these reasons ____ are the only concerns you have. I believe I can help you with those concerns. If I can help you with those concerns, would you be ready to go ahead and acquire your brand new product/service today?"
Prospect: "Yes" [make sure this is positive. If they say no at this point, there is no hope so just schedule a follow-up call as a courtesy]"
You: "I'm happy to hear that you're as excited about your brand new product/service as I am! Let me help you with your concerns..."
[handle each objection and confirm after each one that you've addressed if before moving on to the next objection. After going over all of them, confirm you've addressed all] "Mr. Customer, as we just discussed I was able to help you with all of your concerns and I recall you were excited about your new product/service. Having now 'thought about it' with me and overcoming your concerns, we're ready to place your order. The only question is, which method of billing do you prefer?"

You can tailor the conversation to your needs, but use the closing techniques you are familiar with...make it their product before they bought it, make them feel like everyone else is buying and everyone who buys is smart, and ask for the sale.

Answer 2

I'm not sure if this would be applicable to your business, but you could try to offer a premium of some sort (gift, discount voucher towards something else) for customers who order immediately.
Again, I don't know if it is applicable to your case, but if they say that they have to think about it you can make an appointment for a follow up phone call in the next day or two.

Answer 3

This sounds like you're using high-pressure sales, which clients resent. The point is that it's THEIR money, and it's their responsibility to decide if this is something they want to do. A much better approach is to get a NO quickly, and move on to someone who really needs the service, instead of pressuring someone who doesn't really want it or can't afford it.

Personally, I wouldn't even tell you that I have to think about it. I would hang up immediately.

The best advice I could give you is to get some training in the Sandler Sales System ... your results will improve, and clients won't resent you.

Answer 4

When I have a customer tell me they "need to think about it", I usually ask them if there is something I can explain more. The feeling is that their "thinking" is really because they don't understand all they want to know.

High pressure or guilt won't work for customers. They're too smart for it and won't appreciate it later on. Don't be a pushover, but remember you can attract more flies with honey....

Answer 5

use a guilt act.. like you have many access to your account then you would having to go to the bank and wait in line... Isn't your time valuable to you?