Saturday, August 6, 2011

Closing Ideas for the Customer who wants to ‘Think About It’

This article closes out this section on in-person selling.  Look at the website ( for free articles, a whole page of fun and useful stuff, too!  Books for when you're seriously going to market those animals and products!!!

Today I want to talk to you about how to handle the person at your farm who finally ends up saying, “I want to think about it.” You’ve all heard that. As a consumer yourself, you’ve probably even used it. And you know that it’s usually a way of avoiding saying no. But you’re better off if you get the “no” today so you can concentrate on your next “Yes.” However, there might be a “yes” from this person, too. So I want to give you a script to help him decide for sure if he’s a “yes” or a “no.”

Before you use any of this dialogue, you MUST put it into your own words and practice the words so they roll off your tongue. Be sure you put in the pauses where you ask for a response. Those are critical.

Here’s the possible script:

“Great! What I’ve found is that people want to think it over in order to be sure they’re making the right decision for them, either a yes or a no. Is that right for you, too?” You must get an answer here.
“If I’m reading you right, and I think I am, your objective is to be sure you make the right decision for your family (retirement, health, business goals, lifestyle wishes) regardless of whether you think about it for two minutes or two months. Isn’t that right?” You must get an answer here, too.

“The experts agree that making accurate decisions is done best when you have accurate information and the necessary facts—before the process gets clouded with other issues or the information gets confused. With that in mind, could we think it over together for a few minutes to be sure you make the decision that’s right for you?” Get an answer.

You might get a no, here, which frees you to concentrate on other customers or projects. If so, consider it a successful dialogue. But if you get a conditional yes to continue the dialogue, here’s what comes next.

“Actually there are really only four questions you need to ask yourself and you’ve already answered three of them. ‘Do you like her?’ pause…’Do you want her in your herd?’ pause…’Can you afford her?’ pause…So the only question remaining is ’When do you want to start enjoying the benefits (better health, building your business, the rural lifestyle)?’ With this in mind, doesn’t it make sense to start enjoying those benefits sooner rather than later?”

I’ve slanted this dialogue toward someone looking to buy animals, but the ideas above can be tailored to a customer for any product. Rewrite it in your own words (and practice it) and see if you don’t get more customers saying “YES!”

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