FROM THE EMPRESS BLOG

How to handle “I need to think about it” objections.

SUZANNE DIBBLE

Co-founder Empress Global


There are plenty of women entrepreneurs with 6 figure businesses, with decades of high level experience, who lack experience and hence confidence in one core thing.  Would you be surprised to learn that it’s around selling and specifically the all important step of how to overcome the “I need to think about it” objection.

Entrepreneurs loaded with the confidence that comes from making a real difference in their world, who make high impact, critical decisions in their everyday lives; demonstrating their judgement and initiative and doing so with confidence and sophistication, can conjure a paralysing fear at the thought of dealing with “I need to think about it”.

Indeed many successful entrepreneurial women have reached 6 figures without ever calling out a prospect on this objection. Why is that?

So, how do you engage with clients who say “I need to think about it”?

Our Empress members are all successful business women, but this is a real issue that continually creeps in.

Timeover, we hear the fear at the very thought of pitching a sale because this small step in the process exists.

So, what do we do – avoid pitching a sale, not move forwards – or even go backwards and let our business fail as a result?

Or do we talk about how we feel about this step in the process, the very valid reasons behind the comment, what the comment really means and practice the language that we use to overcome it?

Until we can feel good about helping our clients overcome their fears and objections, how can we really be confident in selling our product to clients whose needs we can perfectly meet with our product or service?

The fear about calling our clients out on this “I need to think about it” objection is generally due to our own doubts about ourselves and our offerings. We think that if we encourage prospects to make a decision right now, we are being manipulative and aggressive and trying to force prospects into buying.

We need to be as convinced about the value and urgency of our offerings and how it can help the prospect as we would be about persuading someone that jumping out of a plane without a parachute that that would be a bad idea. If we are so convinced, then the chances are we will not be met with a “I need to think about it” objection.

While the “I need to think about it” objection was being discussed with our Empress members on a recent mentoring call, one of our members M, shared this :-

“I understand that people are wired differently and that some people are able to make a decision on the spot and some aren’t and need to think about it – it’s just the way they are.

Also, there is a type of person who will say they have a challenge and talk about how bad their life is, but then will do absolutely nothing about changing that.

I can’t change either of those things about people, but I do know that it is my responsibility to help them make a decision either way, so on every conversation I have this in mind :

‘the true cost is the difference between where you are now and where you want to be.  The price is the work you’re going to have to put in to get to where you want to be and your investment is £x’.

Learning these lines not only changed my life, but the lives of my customers too”.

Showing the prospect the “gap” and how much it is costing them to stay where they are is a great way to encourage them past the what is often a delaying tactic of “I need to think about it”.

M also added the following sound advice : “Handle any objection with how much of a priority something is for them – unless it’s a high priority for them to do something about (and your job becomes demonstrating to them how important a priority it is), then any objection handling doesn’t have fertile soil”.

Fertile soil is the point at which your customer has a ‘penny dropping’ moment and thinks :

“Holy moly, it’s not just about [systemising or whatever the product is], it’s about getting my life back!   If I don’t do something about this now, I’ve got a serious issue on my hands!!”.

Our key to success every time will be when we have clarity around this.  When we know and understand that our starting place always has to be :-

>> Establish if this is the most important thing for them to be investing time and energy in at the moment.

Getting to this point with confidence will make a world of difference to your businesses.

Building to this point with the support of a mentoring group gives enormous value in confidence and growth.  To be in a space where it’s OK to ‘not know’ or to be fearful.  Being in a place where you have a group of successful business owners to be your sounding board, with whom you can practice this new and effective language.  A group of like-minded women to give you feedback and keep you accountable.

It never fails to surprise us how quickly a business can up-level once the right support network is in place.

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