You are a salesman and you need to be effective when it comes to selling your solutions to client.
There is one thing which stands in your way - I need to think about it.
The worst thing about it is to let your client think!
You need him to make a decision not to think. How can you do it? How can you make him decide NO or YES?
YES, you don't have to make him decide always YES. You need him to decide one or the other way but not let him stay in the middle of it.
Ok, what can you do?
Say nothing - PAUSE (silence, silencio :) )
wait for him to make a move. You create space between you and client. That is why they can speak freely and you can hear the real objection or the real answer to your proposition.Say - Is there something else than you need to think about it?
Yes, after all your question you need to .... be quiet and wait for your client to respond. Don't say a word just wait.
There is nothing more dumb then ask question and answer to it by yourself.
Try this and you will be amazed what's gonna happen. If you want some more tips how to handle objection write what objection you want to handle in a comment. Then follow me and I will write new posts with objections you want to handle.
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