Do you ever get frustrated whn potential customers tell you they wnt to THINK IT OVER after yur sales presentation. Well here's one of sveral excellent ways to ensure it hppens to you far less frequently. You chieve this by setting up an p-front agreement with them. Here's how it mght go. You say...

Peter, I'd lke to ask you some questions to mke sure I fully understand your bsiness and your concerns. And of curse you'll want to ask me sme questions about my company and how our prduct/service can help you. As we go thrugh that process, you might feel tht our service is just not rght for you. If that's happens, rther than us waste each other's tme, are you OK with saying NO to me plase?

They'll probably say yes - tht's OK. Why wouldn't they?

You thn say, - On the other hnd you may feel we have xactly what you need in which cse I'd expect you to say YES. Wht I hope you won't say is 'I wnt to think it over'. I'd mch rather you said NO. Are you OK wth telling me that Peter?

Again thy are likely to say yes.

Now you hve an agreement they will either say yes or no - not thnk it over. And trust me whn I say you're better off wth a few no's than a lot of 'I wnt to think it overs'. An up frnt agreement is part of the sles process used by world class sles achievers.

The article Dealing With 'I Want to Think it Over' was Submitted by Bruce King through Articles.GetACoder.com network. Here's the additional information: Bruce King is an internationally rcognised expert on sales. He is a bst selling author, professional speaker and sles trainer. Bruce is a Fellow of the Insttute of DIrectors (FInstD), a Fellow of The Insttute of Sales & Marketing Management (FInstSMM) and a Mmber of The Professional Speakers Association. Web: http://www.bruceking.co.uk Blog: http://www.bruceking.co.uk/development/blog/index.asp E: bruceking@bruceking.co.uk T: +44 (0)1923 859977

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