This post is inspired by my mentor Catherine Watkin, who wrote a similar post on her blog.
I’m writing out what I learned here, to help cement it in my mind and also to share it with you. We’re discussing whether it’s important and appropriate to bring a client to a decision about whether to work with you right then and there on the sales call, or whether it’s OK for them to go and ‘think about it’.
I already knew that it IS important to help them make a decision on the call whenever possible, however I couldn’t always articulate why very clearly: It’s important to reach a decision on the call because everyone who’s making a buying decision has natural resistance. It’s normal. We all get it when we are thinking of buying something, even if we know that thing would change our lives and solve our problem! Even when it’s an internal ‘yes’ the doubts, resistance and gremlins will still be there, especially when it’s a ‘big’ investment (and a ‘big’ investment means very different things to different people).
The other pertinent factor is that the person considering buying will never be as motivated to change and get this problem solved as they are right then, on the call with you. If they go away to ‘think about it’ tomorrow they will be half as motivated and next week the doubts may have won out, life got in the way and motivation may have disappeared altogether. That’s sad because it means they may never get the help they need to change their life or business!
So it IS important to help them reach a decision then and there if at all possible.
For me as well it’s cleaner energetically, as both of you can go away with a clear decision, and not leave it open or hanging.
So, what I’m going to do on my sales calls from now on is to presence this, to actually say it and share what I’m doing. I will share with them exactly what I’ve shared above; that we all have natural resistance to buying (spending time and money) even when we know the thing would help us and make a big difference, and also that their enthusiasm and motivation to change the problem will never be as high as it is right now. I will openly say that for these reasons I aim to bring all my potential clients to a decision on the call, whether it’s a yes or a no.
Then I’ll say “So which do you think it is? Is it that you would really like to do this, and you’re experiencing some natural resistance to spending time and money, or is it that it’s really a no for you at this time?”
That way we can get to a clear answer. I believe that this level of honesty and openness can change the conversation, because they know you care about them, you’re not trying to ‘force’ them to do anything, but also that you are not a ‘flakey’ coach and you do require a decision from them.
I’m willing to go through my own uncomfortable feelings and ‘stuff’ around selling, to facilitate this process with them as I see the benefits for all involved.
I’ll try it out and let you know how it goes…
With all that said I appreciate there are some people for whom making a decision on the call is completely against their ethics and if they perceive that you are ‘pushing’ for an answer they will begin resisting. If I feel this happening I would let them go off and ‘think about it’, but even with these people I would presence what I see happening and share why it’s better to come to a fast decision.
With Love Julie.
PS – Over to you. Do you agree with the above? How do you handle ‘I’ll think about it’ on sales calls? Leave me a comment below.
(Photo by bruce mars from Pexels)