Don't Delay

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

When the prospect says she wants to think about your proposal,you should say, "That's a good idea. Let's draw upsome points for you to consider." Then, take a blank sheet ofpaper and draw a line down the middle. At the top of one column,write "Reasons No." On the other, write "ReasonsYes." Next, proceed to fill out the page by asking theprospect 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 eitherovercome an objection or ask for the order again, or both. Andthat's the purpose of the exercise. If the prospect can listmore "Reasons No" than you can list "ReasonsYes," you deserve to lose the sale. But at least you'veeliminated that week's delay while she pretends to "thinkabout it."

Excerpted from Creative Selling: Boost your B2B sales

Editor's Pick

Have More Responsibilities at Work, But No Pay Bump? Use This Script to Get the Raise You Deserve.
Black and Asian Founders Face Opposition at All Levels — Here's Why That Has to Change
Branding

3 Steps to Building a Brand That Resonates in a Crowded Industry

Here are three key steps to building a brand that stands out.

Business News

A 6-Year-Old Ordered Almost $1,000 Worth Of Grubhub — And Tipped 25% on Each Order

Mason Stonehouse of Chesterfield, Michigan, grabbed his dad's phone and treated himself to chicken sandwiches, ice cream, and more.

Business News

Massive Fire At Top Egg Farm Leaves Estimated 100,000 Hens Dead. What Does This Mean For Egg Prices?

Hillandale Farms in Bozrah, Connecticut went up in flames on Saturday in an incident that is still under investigation.

Money & Finance

Americans Are Underprepared for Retirement. Here's How Small Businesses Can Help Close the Savings Gap.

Half of the American workforce doesn't have access to an employer-sponsored retirement program, yet we are 15 times more likely to save for retirement if we can do so at work — and small businesses can help. Here's how.