Don't Delay

If a prospect wants to "think about it," here's a way to get your answer now.

Grow Your Business, Not Your Inbox

Stay informed and join our daily newsletter now!
1 min read
Opinions expressed by Entrepreneur contributors are their own.

When the prospect says she wants to think about your proposal, you should say, "That's a good . Let's draw up some points for you to consider." Then, take a blank sheet of paper and draw a line down the middle. At the top of one column, write "Reasons No." On the other, write "Reasons Yes." Next, proceed to fill out the page by asking the prospect to list all the reasons she shouldn't buy your idea. Then you list all the reasons she should.

At each point, of course, you have the opportunity to either overcome an objection or ask for the order again, or both. And that's the purpose of the exercise. If the prospect can list more "Reasons No" than you can list "Reasons Yes," you deserve to lose the sale. But at least you've eliminated that week's delay while she pretends to "think about it."

Excerpted from Creative Selling: Boost your B2B sales

More from Entrepreneur

Get heaping discounts to books you love delivered straight to your inbox. We’ll feature a different book each week and share exclusive deals you won’t find anywhere else.
Jumpstart Your Business. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level.
Are you paying too much for business insurance? Do you have critical gaps in your coverage? Trust Entrepreneur to help you find out.

Latest on Entrepreneur