"Within 24 hours most people will forget 75% of what you have said." "Within 30 days they will forget 90%." So when people say, I want to think about it they are actually saying, "Let me go home and forget about it." :) Thank for these videos! Quint Lears - New Home Sales
Hey victor i still have the carpet cleaning business and ive benefited tremendously from your videos. I heard this recording for the first time yesterday. About 1 hour later my first customer call for the day said "I need to think about it" right at the end of presentation. In the past i wouldve let the customer off of the phone but I remembered this recording. I found out it was bc of pricing, gave her some payment options, and closed the deal. It actually worked! Thank you!
Love this masterful response! Victor Antonio is basically *LEADING* the sales conversation, *multiple-choice style*, to narrow down the client's objection and addresses it accordingly. Bravo!!!
Yes. Thank you. Selling exclusive coaching services...so true when people are interested and not sure. Fit. Functionality. Finances. Help them to see the value in their terms. Plus, build trust. And if you seem very desperate to "get them" as a client, they know. They feel this. Chill, believe in your thing, and they will come! And by all means, do NOT underprice. It devalues you.
thank you so much for providing this content without trying to get us to join something like everyone else does. I hate when a video promises something in the title only to give you vague information and then send you to their website to get the rest. I really really appreciate that you don't do that.
Hi Victor, this video really did help me get a new customer for my art classes :) Previously, when anybody said "let me think about it" i would just say "ok" and that's it.. and never heard anything from them again!! This time when that happened ,i enquired and found out that the customer had a problem with distance to travel and the pricing. I gave her all my options to make it easy for her. And guess what ..she was so impressed that i was willing to understand and joined for the real price itself. It was awesome.The power of words !! I will be dedicated to your channel ..Thank you :)
Victor - I used your suggestion today and it worked very well. It is very conversational and keep the conversation going forward. -Jeremy Snider -KCMO Talk Radio Kansas City
Wow. "Within 24 hours, people will forget 75% of what you said... and 90% within 30 days." That's mind-boggling. And BRILLIANT responses to the "I have to think about it" objection. I wrote them all down!
I like the insight, but, I have 25 years of Sales and Sales Management experience absolutely dwarfing the sales of all others in my industry and I can tell you that objections have a lot more to do with customer's NOT trusting the Salesperson than ALL other reasons combined. It is absolutely critical to sell the value and credibility of yourself before you attempt to sell the value of your company and products, if you fail at establishing yourself as a trustworthy expert with an honest motivation to act in the customer's best interest, the customer will completely check out during your attempt to sell the company/products. Let me think about it = "I don't trust you"
I agree, I am a cosmetologist and I observed co-workers selling for profit and not integrity and emotionally suffering long term, l only tell them if l truly believe that they need the product, both me and the clients Happy long term!
I agree TRUST is a huge component! That said, FEAR, the flip side of Trust is where we fail. Clients are afraid to make a decision. If they trust you, fear disappates. The key is to build trust while reducing fear. Thanks Steve! VA
Pretty good Victor! Especially the s/w example.I've been selling IT fr 40 years, for Burroughs, NCR, Dtratus and Oracle (20 years) . This is more down to earth and practical than the psychobabble you normally get these days. You can tell you've actually done it.
Absolutely incredible victor! I am new to sales and this is by far the best advice I have heard. This is always a very hard spot to navigate but you have now given me the perfect tool to deal with this! Thank you very much!!
Thanks Victor for helping me in handling this Objection.. Now, I know what to say when a customer puts this Objection.. The way you explained is excellent..👍🏻👌🏻
Stumbled on this video & love it. I am not & don't want to be a sales-y person. But with my NWM biz this could be just what I need! This can fit into all kinds of situations... product, promise, price.
I MET THOUSANDS OF OBJECTIONS LIKE THIS ON MY INSURANCE BUSINESS! Thanks Mr.Antonio, can't wait to try this on my future clients, let's see how the results go! You earned my subscribe for this :D
WOW. When they say let me think about it say that means you either aren't interested or you're interested but not sure. When they say not interested ask why and thank them for being upfront and helpful. If they say interested but not sure ask is that because it's not a good fit, missing features or financial. If they say it's financial offer net 30/60/90. He doesn't cover what to do if they say not a good fit or missing features but I would suspect saying if features, what features are you missing? Maybe we can get them for you. If they say not a good fit ask what would they change if they could, and see if that can be adjusted. Victor Antonio seems to not only actually know what he is taking about (most sales people that lecture seem to teach because they can't actually sell, and their info is seemingly fairly stupid), but he seems to know what he is talking about so well that he's turned it into a logical procedure of "if this then that" steps. This is rare in itself, but running his procedure through thought experiments using past experience, this procedure seems incredibly effective as well Way to go Victor Antonio and thank you for sharing knowledge and making the Earth a better place.
I confess, as a customer, I use the "let me think about it" as a cop out, a way to back out of a deal if I'm feeling it. If I'm coming to a deal, I've already thought about it quite a bit.
u so right. i do it as well. if something's looks good and im not sure. i also think to myself is the product/ serve important or not. because we can't take on everything. we got lots of bills to cover.
I actually do mean it when I say I am going to think of it. I walked into buy a car, I was told if I walked out that deal that was on the table was null and void. I felt so much pressure, I told them I needed to think about it. We hit a wall and I walked out. For me that type of sales technique is going to make me not buy from that person. I went and bought a car at another dealership which made me a better deal and I am willing to drive the extra 40 minutes from my home to have my car service done at that dealership because of the difference in attitude. Sales people have to have the ability to know how to read individuals. I have found that the most loyal customers are not always the big spenders but the ones that keep coming back because they respect how the salesperson treated them in the transaction. And those are the kind of customers that put out the word that bring other customers in.
LTB, yes, there's always a percentage of people who really need to "think about it" and that's okay. And yes, you need to read your client to know when to "back off" and let the client think about it. I agree 100%. VA
This is actually the second go around at disecting this video. This first part of this video I took with me because of the direct atck at Let me think about it. Used it to great advandage at my previous workplace(AMEX mex). This second go at at will only make my next jbb oppertunity at ICE ent the best hour spent practicing a high income skill. I am grateful for men and mentors like you. I seek to some day become wealthy and share my experience. Thanks again!
Thanks so much for this information Victor. I'm just starting my insurance business and taking these ideas and applying them will be a career game changer.
Sadid Rahimi wow nice response. Could work as well. But what if the husband says, "last time I surprised her she got mad." I think this depends on what purchase you're going to make, doesn't it? Nevertheless it's a great response.
Being a personal trainer (and PT Sales) This is a big one. Try to bring up during the beginning of your pitch that their spouse is SUPPORTIVE. That way, you can refer back to that and overcome the objection. Also, being in the health industry, one of my favorite lines is "did you have to ask your husband every time you put that McDonald's cheeseburger in your mouth? So this should be a no brainer, considering how beneficial you said this would be for your health"
Brilliant,Just Brilliant!!!😄 It happened to me the other day with a guy that was interested in one of my high quality🎁products,after like 4 or 5 minutes he simply admitted that his budget was low🙈. Thanks for posting and God bless☺
How about the “I like it but I need to ask my wife/husband/boss?” My response is usually to ask to get the other on the phone to discuss the product with them too. Often times if you deal with a family, you end up not talking to the true decision maker because it is sometimes a joint effort by them.
I always say well whats there to think about, because you said.... and I usually repeat back to them what they said they needed and then i sell them on the need and explains again why my product provides a solution to their need.
That's a very direct approach that may work with some but not with others (i.e., react negatively or get defensive). But in the end,...if it's working for you and you're happy using it...keep selling with it. VA
Its interesting because I studied a but of Jordan Belforts Straight Line System years ago, amd when he would encounter an objection he claimed it was also always because of 3 probleme/dislikes, and it was that wither they didnt like him, his product or his company. Like you he believed that a negative (need to think about it) could be based of aspects that could be made more positive. Here you extract and expose which aspect can be made more positive, and he "looped " around and reintroduced all aspects (salesman, company product) in an even more positive description. He called this looping and expected to loop 3 times in a sale (meaning he expected objection and like some say, it seems, saw the sale as "starting when the prospect says no" I had to teach myself sales when I started my painting business by reading books. I used one like from the Jeffery Gitomer Sales Bible, and It seemed to work well. I think it was something along the lines of "that's fine you'd like to think about it, and I appreciate that. You know, the thing is, you are going to have this conversation about what it is you are thinking about, but while I am here, I can help you adress any questions you have about the concern. So while I'm here, I want to ask you, do you have any idea what the thing is you need to think about?" Often then this would lead to them asking for a lower price, to which I would respond "unfortunately, to deliver the level of quality i promise to deliver to you, it is based on man hours, overhead, and the quality of products we use. I totally get this. You know, we could always consider going with a lower line of paints. X line is less expensive but still a good product. Or I know you said x room was more of a priority than y, so we could shave off a few areas that aren't a high priority. These are some options you could choose to lower the price a bit, but unfortunately my numbers are capped in order to deliver what I promise to deliver, any less and I wouldn't be able to pay my employees" They never wanted to lower price paints, or cutting rooms, and instead usually said "no you know what, $xxx.00 sounds fine, let's move ahead with it." I found after a while that, because my prices seemed high, most people in these situations felt they were being hosed. It offended their ego slightly. However once I probed and showed them that I actually couldn't go lower, they knew I was genuine. Plus they could tell themselves that at least they tried to get a deal. I think it speaks to the testimony that, people just dont like to feel stupid or foolish. Noone wants to feel like they're making a bad decision, or someone's getting the best of them. They just needed to know I wasn't swindling them. It was sometimes 4-5 thousand to paint much of their 3000 sqft house. This seemed like alot to some who hadn't hired painters before. For those who had, this tended not to come up. They usually just asked a buying question about available dates, which I would say along the lines of "when were you thinking of having it done" to turn it into a closing question. Learned alot from books. Years later im getting back into, now learning a ton from videos! :) Take care Victor and fellow Businessmen.
Some other great ones: 1. "I'm glad you want to think about it, I know you want to think about it because you're serious about the product. Whereas you are so serious, .... (transition back into the close) More or less a bypass of a reflex. 2. Great, thought is instantaneous. Why don't you share with me what you're thinking right now? (draw out the real objection) 3. How long would you need to think about it? (client answers) Alright, what would change within that time frame? Whereas nothing would change on your end after listening to what you're telling me, the availability/pricing of my product/service may change, so whereas it does seem like such a good fit for you, what would be holding you back if..... (transition back into closing) 4. When all else fails, ask "Naturally I value your business, tell me, what would be a situation where you would be comfortable doing business right now/where you wouldn't need to think about it?" Let them tell you what a situation would look like where they would move forward. -There are a ton more, these are just a few basic ones to help out some rookies out there.
It’s not about being pushy. It’s about uncovering what the client is really objecting to. Usually, they wouldn’t have contacted the salesperson (or vice versa) if there wasn’t a need. It’s a fair exchange of questions. It’s just business
Can you replace “function” with are they comfortable working with the “Vendor”? Function and fit seem kind of redundant and if you are working for a start up or up and coming business with less recognition, that could be the elephant in the room that neither side would dive into head first. Just wanted your thoughts on this scenario.,This was great though. Definitely love your approach. 🔥🔥
Hi Victor Antonio, how can I get to learn more about sales from you, I'm really eager to learn from you in depth... Do you need to think about it? That's usually cause of one of two reasons, you're either not interested or you're interested but not sure, which of the two is it? Please Victor Antonio I'm really eager, a fast learner and you're a great teacher I promise I'll be worth your time.
This is great!!! Thank you so much! I’m definitely using this and stop the guessing game and the wasted time on trying to set up another meeting or making those follow up call! I’m a new agent, and even I don’t want to be pushy, I don’t want to be taken for a ride!
Z, a wise man once said, "ABSORB what is useful, DISCARD what is not and ADD what is uniquely yours." Bruce Lee in describing how he developed his own "style" of martial arts. Like Bruce, you can also so the same and develop your own style...I wholeheartedly respect that :-)
I'm a top producer at my job and that used to not be the case! This material works. You learn to use discretion case by case and simply choose a different tool/wording/tonality if need be. I will close you with confidence but in our own 'unique way' :-)
Andreas Karlsson I'm rather interested. First, thanks Victor for bringing people together. Second, are you located in California, well LosAngeles to be exact?
Sales is a beautiful art.. it's such a rush of adrenaline like if you are driving a Lamborghini going over 120 miles per hour you got nothing to worry about, I'm just Cruise sailing, also it may feel.. well for me anyways as if my client and I are dangling on a cliff, and i only have less then 10 to 30 seconds, to close the deal.. before we end up falling to our death.. I must keep my client entertained, calm, happy excited, looking at me, so he doesn't see the monsters around him that by just by one glance.. it will turn you into stone.. so in other words... I'm here to rescue you, and give you the best damn show you ever seen!! 💪👊
Hello Victor, i just used your technique to close a deal. It works!. I'm so happy on that day. Thank you very much!. Ok one more thing, could you provide a video for sales call technique. For example I'm the one company that have a unique products of the technology compare to my competitor. The question is, how to introduce to my new customers about my niche product even they are used old method. What is the proper way to introduce to them on cold call. You have any idea? Or you make a video for cold call technique. Might be help me other people who watch your video. Have good day master!.
Victor Antonio thank you very much for the book! I'm really impressed. All the situation that's happen to me before are really wrote on the book. Highly appreciated .If my company success one day. I would like to see you by myself. Thank you once again master.
I will try this out in my next estimate that I give out to a customer. I don't want to sound pushy, but I the same time, I don't like people wasting my time and i don't like wasting theirs. I'm going to be a bit more affirmative next time.
I'll be honest I say that a lot. I'm a people pleaser so I don't want to come off as rude or just not interested when sometimes I am. Sometimes it's price, simple things like games at a fair I don't feel like throwing my money out so I'll say I'll be back later. Or if something is just too expensive for me. I think this method would work well with a lot of people. I say "I'll think about" a lot and I do but if it's out of my price range I won't go back.
Thank you....... Victor...... that is awesome....... I sell natural products.....vegan friendly.... GMO free...... to all walks of life....... my passion is sharing only CLEAN PRODUCTS.... thank you once again.......
Thank you so much, really this is good tactics but what about the services, or digital services? this is all about product that you can touch. Thank you very much.
That's not true, I'm a big customer but I take always at least a couple of days to decide in my mind to buy something. I always come back or call back.
