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"I need to think it over."
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There is some good news and some bad news. The bad news is that when our prospects put us off and say, "I need to think it over," it is hard to press for a decision without looking like a self-centered, pushy salesperson.
The good news? When our prospects say, "I need to think it over," we know they don't have to think it over. What they are really saying is, "No. Based upon what you presented to me, I am not interested."
This tells us that our presentation was not good enough. It is a hint that we need to get better. So we should be glad that somebody told us.
You see, there is no such thing as thinking it over. Prospects make a decision to move forward with us, or to keep their lives the same. When they say, "I need to
think it over," they are telling us that they want to keep their lives the same.
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Humans can’t get interested or absorb details unless there is meaning. We have to present the big picture first. Then the details become important. We should present the big picture in a simple sentence first.
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In stand-up comedy,
comedians have about 10 seconds to sell the audience. The comedians must sell the audience that they will be a good investment of their time for the next 10 to 30 minutes.
Sound familiar?
Yes, in sales and network marketing, we have about 10 seconds to convince our prospects to put off all the other important things in their lives, and to invest time listening to us.
This is a pretty hard sell. We can engage in random conversation and hope to make this sale, but that would be a bad idea. Our first 10 seconds must be focused entirely on this sale.
Do our first sentences make a difference? Take a look at these two first sentences. Decide in
your mind which sentence will be most effective at getting someone's attention.
Sentence #1: "I was just in your area and wondered if you might be interested in this business opportunity I just got involved with."
Sentence #2: "I have your children. Let me tell you what happened."
So yes, our first sentence makes all the difference in the world. How good are our first
sentences? We don't have to guess. Our prospects’ reactions will tell us.
If you would like to get better at the skill of "first sentences," here is the book for you.
Available in audio, paperback, and ebook.
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Charlotte, NC
Monday June 4, 7pm-10pm
More info here
Greenville, SC
Tuesday June 5, 7pm-10pm
More info here
Augusta, GA
Wednesday June 6, 7pm-10pm
More info here
Houston, TX
Friday June 8, 7pm-10pm
More info here
Arlington, TX
Sunday June 10, 5pm-8pm
More info here
Albuquerque, NM
Monday June 11, 7pm-10pm
More info here
Colorado Springs, CO
Tuesday June 12, 7pm-10pm
More info here
Denver, CO
Wednesday June 13, 7pm-10pm
More info here
Salt Lake City, UT
Thursday June 14, 7pm-10pm
More info here
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Do you want a Big Al Workshop in your area?
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Just fill in your request here:
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Click here to check out the picture, make your guess, and see the answer.
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Want to be interesting to prospects?
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The most interesting subject in the world to prospects is ... themselves. When we talk about them, we are interesting. But when prospects talk about themselves, they are even more interesting.
The ability to listen, and to get prospects to talk about themselves, makes us the most interesting people in the world to them.
Simply say,
"Tell me about ..." and let the prospects talk and talk.
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I told my granddaughters, "It takes a lot of food and Internet time to build a body like this."
For once, they agreed.
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Tom "Big Al" Schreiter
If you like this newsletter, please forward it to a friend.
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