Secrets of Closing the Sale

by Zig Ziglar

There are a couple of ways you can effectively handle the “think about it” stall. First, you can smile and say, “That’s great! I’m delighted you want to think about it, because obviously you would not waste your time thinking about our offer if you were not interested. Therefore, I assume you want to think about it to help reduce the chances of error whether your decision is yes or no. Is that a valid assumption, Mr. Prospect? [Get an answer.] Would you agree that the length of time you think about something is not the important point? If I’m reading you right [I use this phrase a lot] and I think I am, your prime objective is to be as certain as possible that you make the right decision, regardless of whether you think about it two minutes or two days. The right decision for you is what you’re seeking, isn’t it, Mr. Prospect? “Businesspeople and efficiency experts agree that the best time to make accurate decisions is when you have the necessary facts which are unclouded with other issues of the day. This way you can be more certain your thought process is aimed at making the correct decision, based on factual information which is fresh in your mind. Forgotten facts or confused information will almost always lead to a faulty decision. With this in mind, could we think together for a minute to make certain you arrive at the right decision, which is what you want, isn’t it, Mr. Prospect?” (Wait for answer.)