Okay, sounds good. I'll get back to you. Thank you!
Have you ever had a prospect that says to you, Oh, I will get back to you? Now what happens after that? What happens after they say I will get back to you? Do you hear from them again? Do you hear from them a day later, a week later, a month later, or they ghost on you and they disappear and they never get back to you.
This is not so different from when they say to you, I want to think about it. So how do you handle this objection?
First of all, you got to know exactly what is the truth? Are they just being polite or are they needing more time to make the decision or are they just likely declining and rejecting you? You have to know what exactly what is going on.
So when a prospect says, I will get back to you, here are some of the things that I say that I can teach you how to handle that objection.
Now, first of all, when they say that I I'm always very upfront, I'm always very direct I don't like to say, Oh yeah…Okay, sure…I can send you some more information or when would you like to get back to me?
That's not what you want to say. So when I see a sales person, when a prospect says, Oh, I will get back to you and the sales person says, Oh, sure…or should I call you back… Maybe a call with you next week?
Or can I call you back in a month to see where things are at? No, you do not do that because that immediately puts you at a lower status as a closer.
So what should you say instead?
Here's what are some of the things that you could say, example, well, I'll get back to you. Well, you know what, Mr. Prospect usually when I hear someone say that they will get back to me, I never hear from them again. Exactly. Let's bottom line this, what would it take for you and I to do business today?
You asked the prospect a very simple, but profound question. What would it take for you and I to do business today? Then from there, sometimes the prospect would say, well, you know, actually what I need is I need this information or I need some references or I need a plan or I need to talk to someone, whatever it is I want to truth. Now you can go focus on solving that particular problem or handling the objection versus… it's this thing up in the air that you don't know what exactly are you solving or not.
Well, you know what? Mr Prospect, usually when I hear someone say that they'll get back to me I never hear from them again. I mean, you just try and be polite. You don't want to reject me. Isn't this the case here. What's going on? Is it a term? Is it the price? Is it the money? What part of the deal is it that you don't like? You can tell me, assuming we're not going to do business. Let's lay everything on the table. Tell me what don't you like about the deal? Then a prospect might say, well, actually the price is a little bit too high. Okay. Then let's talk about price. What can we do? What if I can offer you some kind of payment plan? Would that make a difference? What if I give you a better terms?
What if I can do this? Okay. What if, what if we can lower the upfront fee? Would that make a difference? Oh yeah, that would make a difference. Good. Now we've got a deal. So you got to look at all these things.
That's one thing I've learned in closing. If they're flipping their lips, prospects lie all the time. They're not telling you the truth. Why? Because they want to protect themselves. They don't want to give you too much information. They're afraid that as a closer you might use that Intel against them…they don't want to be sold. They don't want you to get the commission or whatever it is. So you have to know that there's a lot of resistance. You need to cut through the crap, get rid of the smoke and mirrors and get to the truth of what is going on.
I remember when I had written a few books, I was on a call with a client, a potential client to hire me for consulting. I was on the phone and the prospect was saying to me, well, you know, Dan, it sounds very good. You know, why don't I do this? I will go read your book and I will get back to you. I simply turned around and I said, you know what, Mr Prospect, I wrote the book. What could you possibly get from the book that you cannot get for me in person? So let's bottom line this. What would it take for you not to do business today, not tomorrow. Then he says, well, you know what, actually, nothing let's move forward…And boom, I close that deal. Sometimes it's just asking a couple questions and that's all you need to close that sale.
You see. Well, here's what I believe in. There are a lot of different sales trainers and sales gurus, and I'm not a group by the way, but they are like all the sales trainers where they teach you 10 different ways.
My philosophy is the opposite. I prefer to know one way to handle 10 different objections versus ten different ways to handle one objection, because I don't want to be memorizing so many lines and scripts when I'm closing and I'm connecting with a prospect on the phone versus something very, very simple.
If my way of handling objections are good and effective why do I need so many different techniques and so many scripts? Shouldn't one way of handling objections be able to handle multiple objections. That's my philosophy. So it doesn't matter.
Dan Lok is the master closer. When he talks you should listen. This is a transcribe of his video. I have also put his video below here so enjoy!