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How to Overcome “I Need to Think About It” | Mark Antonio May 09, 2018 (1 comment)

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Merrick, NY—“I need to think about it” is the dreaded customer wall that every salesperson will have to scale at some point in his or her career. Another viewpoint on the ‘need to think about it’ objection, this video features several tactics, including a creative 3M strategy. Click here to watch.

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Many years ago, while speaking to a potential customer at a trade show, the term, “I want to think about it” arose. This particular retailer had what I thought was the quintessential response. He had a space set aside in his store, which was private, and called it the “THINK ABOUT IT” area. It kept the potential buyer in the store, enabled them to ask further questions, as well as providing a relaxed, unintimidating environment. Obviously, this method didn’t always result in a sale, but it certainly increased the potential. As a retired rep., I’ve learned the value of creating a relaxed environment. A buyer, whether they be a customer in a retail store, or an owner of retail store speaking to a rep., the success of a sale, in almost all situations happens when the customers “buy” rather than being sold.

By Steven Steinberg on May 11th, 2018 at 2:28pm

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