Michael Jordan wisely stated, “Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.” This ethos applies directly to sales, particularly when facing the dreaded “I’ll think it over” response. I once felt so defeated by this phrase that I considered abandoning sales altogether for bookkeeping! However, a simple, almost accidental, response changed everything.
I was selling employment testing material based on a well-known sales training philosophy. The biggest debate always revolved around closing techniques. Should you passively accept the “think it over” response, or aggressively push for an immediate decision? The former guarantees failure, while the latter often alienates the customer. So, what’s the alternative? In a moment of inspired candor, I gently asked, with genuine curiosity, “Mr. Customer, could you think out loud so I can hear you?”
To my surprise, he chuckled and agreed. He openly shared his reservations, allowing me to address each objection directly. The atmosphere was relaxed, and he ultimately purchased the product, even complimenting my approach.
As the saying goes, “A smile given to another can make the difference in their day and yours too.” This experience rejuvenated my passion for sales. I abandoned my bookkeeping plans and now, in retirement, I share this simple yet powerful question – “Could you think out loud so I can hear you?” – with you.