Whether it comes at you as, “We need to think about it,” or “We’ve got to sleep on this,” or “This is something we need to noodle over;” it’s still a flippin’ stall.
Salespeople wilt when hearing this because the only thing they can think of is, “Well OK, here’s my card. When you sort this out and are ready to go, give me a call.” That’s weak as water! You’ve got to be bold or your pending pile of proposals will be taller than your kids.
Most often when you receive TAI’s they come at the end of your presentation, after hearing your price. Assuming you’ve just heard this, here’s my suggestion in order to really gauge what their TAI response means. As soon as this comes out of their mouth, come back with this:
“Hey, I get it. This is an important decision and your home is your most expensive investment. While we’ve been talking my phone has been blowing up, (Stand up and move toward the door) so I’ll tell you what. I’m going to slip outside and return a couple of these calls, which will give you a few minutes to sort everything out, and then I’ll come back in and answer any questions and hear your decision, fair enough?”
If they don’t stop you on your way out, a few minutes is all they need. Maybe they need to talk privately about whether to take money out of saving or finance. Maybe they want to ensure both of them are on the same page about your offering. Regardless, people don’t particularly want be discuss private matters like these with you sitting at their table staring at them as if you were watching a tennis match.
On the other hand, if they stop you when you grab the doorknob and say something like, “Hey Sparky, that’s not what I meant when I told you we needed to TAI. We are going to need longer than a few minutes.” When you hear that simply turn around and fall on your sword, apologizing for misunderstanding, and return to the table. Ask them about how long they will need in order to finalize their decision. Regardless whether they say two days or a week, simply respond by requesting another meeting on that day ‘to answer any final questions they might have and listen to their decision.’ That will put you in front of them again, so if they agree to let you come back, odds are you will win the sale on that day.
When you begin using this strategy you will be surprised how many homeowners will make their decision following your intermission. Of course, there will be other times when you face protracted stalls. For details on strategies to use in these instances, you can read my thoughts from previous articles I’ve written over the past six years here and here. There is also a two-part article I penned that can be found here and here.
————Nice Work, Doug————
Doug, I am thankful for your influence and sharing. I really enjoyed your online coaching format, and loved how you kept all engaged. It appeared they all had done their homework. Ed Donoghue, Orkin Director of Sales
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