Jeffrey Gitomer - Handling Stalls

Sales Training Topics:

Jeffrey Gitomer answers your questions. This time the question is: My service is a financial product and my sales are incoming phone calls by prospects who have heard of me through a referral, a speaking engagement or have seen my website. They call me to ask questions about the purchase, I consider myself very skilled in sales and have a high close ratio but there is just one situation that keeps happening over and over. I get the prospect excited, I ask my close question(I remain silent for a response) and I often get, "Sounds great I want to think about it"(OR a variation thereof). I took the advice in your book to further question the prospect of what exactly they need to think about and if I can help them and I try to get the "true objection" as you state. I have done this 53 times now(as I log each sale activity and outcome) and cannot get the prospect past the point of (to group and paraphrase): "I like your service, I want to buy, but I don't jump into large purchases like this right away, I need to sleep on it, I'll get back to you, I'll be ready next month" etc... Whenever I am given time delays I hold them to that call them back and receive a further time delay. I have classified the status of theses prospects of "THINKING" but they might as well be Closed/Dead. I've even tried using tactics(which I'm not too keen on) of if you buy now I'll knock the price down by 20%. This just gets them to agree with me that its great but not spit out the real reason other then to "think about it some more and yes they do want it but not now". What is your view on the "price discount to BUY NOW" - tactic? Is there any advice you can give me? Thank you in advance, I admire your passion and you are a constant source of inspiration for me. This Video is Jeffrey's answer

Biography:

Jeffrey Gitomer is the author of The New York Times best seller The Sales Bible and The Little Red Book of Selling. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, and his latest best-selling books The Little Red Book of Sales Answers, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. Jeffrey's books have sold millions of copies worldwide.

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Jeffrey Gitomer
Buy Gitomer, Inc.
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