Closing Techniques: The "I Want to Think it Over" Close

Saving the Lost Sale

There is a powerful technique you can learn called the "I Want To Think It Over Close." This is the only way I know to save this kind of lost sale. You know by now that when the customer says, "I want to think it over," he is really saying "good bye." You know from your own experience that customers do not think it over. They do not sit there carefully studying your brochures and price lists with a calculator and a pen.

People Are Often Ready to Buy

On the other hand, as many as 50 percent of the people you speak to are probably ready to buy at this point. They just need a little push. They need some help. A buying decision is traumatic for them. They are tense and uneasy, and afraid of making a mistake. They may be right on the verge of saying "yes" and they need the professional guidance of an excellent salesperson. But if you accept the "I want to think it over" at face value and depart, you will probably never get a chance to see them or to sell to them again.

Be Agreeable and Prepared

This is how you use it. When the prospect says, "I want to think it over," you appear to accept it gracefully. You smile agreeably, and begin packing your briefcase and putting your materials away. As you do, you make conversation with these words: "Mr. Prospect, that's a good idea. This is an important decision and you shouldn't rush into it." These words will cause the prospect to mentally relax. He sees that you are on your way. His resistance will drop as soon as you stop presenting and trying to sell.

Ask Curiously

You then ask, in a curious tone of voice: "Mr. Prospect obviously you have a good reason for wanting to think it over. May I ask what it is; is it the money?"Remain perfectly silent, watching his face. Smile gently. Take a deep breath and let it out slowly. This is a critical moment.

Wait Patiently

Again, you have nothing to lose. If you leave, you have lost this person as a prospect forever. The worst thing that he can say is that he has no particular reason but that he still wants to think it over. However, in many cases, he will reply by saying one of two things. He will say, "Yes, I'm concerned about the cost." Or, he will say, "No, it's not the money."

Probe the Answer

If he says that "Yes, it's the money," you immediately go into a series of questions designed to deal with concerns about cost or price. You ask things like, "How do you mean, exactly? Why do you say that? Why do you feel that way? How far apart are we? Is price your only concern, or is there something else?"If he says that, "No, it's not the money," you reply by asking "May I ask what it is?"

Remain Silent

Again, you remain perfectly silent while you wait for his answer. In many cases, he will think about it for a few seconds, even a minute or longer, and then he will give you his final concern or objection. He will finally tell you what is really on his mind. He will tell you the real reason why he is hesitating about going ahead.If you can now satisfy him on this final condition, you can go on to conclude the sale. You can say, "Mr. Prospect, what if we could do this...?" Or, "I think there is a perfect answer to that question."

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, memorize the words of this closing technique and practice it as you would for a play or movie. Role-play this technique with someone else if you can.

Second, use this technique as soon as possible, the very next time you hear those words, "Let me think it over." You can save sales that might be lost forever.

phone conversation

**Rrriiiiinnnnggg, rrriiiinnnngg,**

**'Hello?'**

**'Hi honey.**

**This is Daddy.**

**Is Mommy near the phone?'**

**'No, Daddy.**

**She's upstairs in the bedroom with Uncle Paul.'**

**After a brief pause,**

**Daddy says,**

**'But honey, you haven't got an Uncle Paul.'**

**'Oh yes I do, and he's upstairs in the room with Mommy,**

**Right now.'**

Brief Pause.

**'Uh, okay then, this is what I want you to do.**

**Put the phone down on the table, run upstairs**

**And knock on the bedroom door and shout to Mommy**

**That Daddy's car just pulled into the driveway.'**

**'Okay, Daddy, Just a minute.'**

**A few minutes later**

**The little girl comes back to the phone.**

**'I did it, Daddy.'**

**'And what happened, honey?' **

**Well, Mommy got all scared, jumped out of bed with no clothes on and ran around screaming.**

**Then she tripped over the rug, hit her head on the dresser**

**And now she isn't moving at all!'**

**'Oh my God!!! What about your Uncle Paul?'**

**'He jumped out of the bed with no clothes on, too.**

**He was all scared and he jumped out of the back window**

**And into the swimming pool.**

**But I guess he didn't know that you took out the water **

**Last week to clean it.**

**He hit the bottom of the pool and I think he's dead.'**

*****Long Pause*****

*****Longer Pause*****

*****Even Longer Pause*****

**Then Daddy says,**

**'Swimming pool? ...........**

**Is this 486-5731?'*



**No, I think you have the wrong number.........

Let us count our blessings

There was a blind girl who hated herself because she was blind. She hated everyone, except her loving boyfriend. He was always there for her. She told her boyfriend, 'If I could only see the world, I will marry you.'
One day, someone donated a pair of eyes to her. When the bandages came off, she was able to see everything, including her boyfriend.

He asked her, 'Now that you can see the world, will you marry me?' The girl looked at her boyfriend and saw that he was blind. The sight of his closed eyelids shocked her. She hadn't expected that. The thought of looking at them the rest of her life led her to refuse to marry him.
Her boyfriend left in tears and days later wrote a note to her saying: 'Take good care of your eyes, my dear, for before they were yours, they were mine.' This is how the human brain often works when our status changes. Only a very few remember what life was like before, and who was always by their side in the most painful situations.

Life Is a Gift Today before you say an unkind word - Think of someone who can't speak. Before you complain about the taste of your food - Think of someone who has nothing to eat. Before you complain about your husband or wife - Think of someone who's crying out to GOD for a companion.

Today before you complain about life - Think of someone who went too early to heaven.

Before you complain about your children - Think of someone who desires children but they're barren. Before you argue about your dirty house someone didn't clean or sweep - Think of the people who are living in the streets.

Before whining about the distance you drive Think of someone who walks the same distance with their feet. And when you are tired and complain about your job - Think of the unemployed, the disabled, and those who wish they had your job. But before you think of pointing the finger or condemning another - Remember that not one of us is without sin.

And when depressing thoughts seem to get you down - Put a smile on your face and think: you're alive and still around.

THINGS YOU PROBABLY NEVER KNEW YOUR CELLPHONE COULD DO

There are a few things that can be done in times of grave emergencies. Your mobile phone can actually be a life saver or an emergency tool forsurvival. Check out the things that you can do with it: -

((1)) EMERGENCY

The Emergency Number worldwide for **Mobile** is112If you find yourself out of coverage area of your mobile network andthere is an emergency, dial 112and the mobile will search any existing network to establish theemergency number for you, and interestingly this number 112can be dialled even if the keypad islocked.
**Try it out.**

((2)) Have you locked your keys in the car?

Does you car have remote keys? This may come in handy someday. Good reason to own a cell phone:If you lock your keys in the car and the spare keys are at home, call someone at home on their cell phone from your cell phone. Hold your cell phone about a foot from your car door and have the personat your home press the unlock button, holding it near the mobile phoneon their end. Your car will unlock. Saves someone fro having to drive your keys to you. Distance is noobject. You could be hundreds of miles away, and if you can reach someone who has the other "remote" for your car,you can unlock the doors (or the trunk).

((3)) Hidden batterypower Imagine your cell battery is very low , you are expecting an importantcall and you don't have a charger. Nokia instrument comes with a reserve battery.To activate, press the keys *3370# Your cell will restart with this reserve and the instrument will showa50%increase in battery. This reserve will get charged when you charge your cell next time AND..."

((4)) How to disable a STOLEN mobile phone? To check your Mobile phone's serial number, key in the following digitson your phone: * # 0 6 # A 15 digit code will appear on the screen. This number is unique to yourhandset. Write it down and keep it somewhere safe. when your phone getstolen, you can phone your service provider and give them this code.They will then be able to block your handset so even if the thiefchanges the SIM card, your phone will be totally useless.You probably won't get your phone back, but at least you know thatwhoever stole it can't use/sell it either.

((5)) Be careful while using your mobile phone When you try to call someone through mobile phone,don't put your mobilecloser to your ears until the recipient answers. Because directly afterdialling, the mobile phone would use it's maximum signalling power,which is: 2 watts = 33dbi, Plz Be Careful, Message as received (Saveyour brain) Please use left ear while using cell (mobile), because ifyou use the right one it will affect brain directly. This is a true factfrom Apollo medical team.

Please spread this useful information around

SAFETY BY ALL FOR ALL

Friends, be careful

A 'Heads Up' for those of us men who may be regular Home Depot customers.

Or for that matter any other major store!

Over the last month I became a victim of a clever scam while out shopping.

Simply going out to get supplies has turned out to

be quite traumatic. Don't

be naive enough to think it couldn't happen to you

or your friends.

Here's how the scam works. Two seriously

good-looking 20-21 year-old girls

come over to your car as you are packing your

shopping into the trunk. They

both start wiping your windshield with a rag and

Windex, with their breasts

almost falling out of their skimpy T-shirts. It is

impossible not to look.

When you thank them and offer them a tip, they say'

No' and instead ask you f

or a ride to another Home Depot or Store.

You agree and they get in the back seat. On the

way, they start undressing.

Then one of them climbs over into the front seat and

starts crawling all over you, while the other one steals your wallet.

I had my wallet stolen September 4th, 9th, 10th,

twice on the 15th, 17th,

20th & 24th. Also October 1st, 4th, twice on the

6th, 12th, 18th and 23rd.

Then again on November 7th, 15th, 20th, 21st, 22nd

and 28th. In December it

happened on the 1st, 3rd and 4th, three times just

yesterday, and very

likely maybe this coming weekend.

So tell your

friends to be careful

This incident happened recently in North Texas .

Wrong e-mail address?

A Minneapolis couple decided that they needed to go to Florida to thaw out during a particularly icy winter. They planned to stay at the same hotel where they had spent their honeymoon 20 years earlier.

Because of their individual hectic schedules, it was difficult to coordinate the travel schedules. So, the husband left Minnesota and flew to Florida on Thursday. His wife planned to fly down the following day.

Upon his arrival the husband checked into the hotel. He was surprised to see that the rooms were now equipped with a computer. He decided that he would send an email to his wife. However,he accidentally left out one letter in her email address, and without realizing the error, he sent the email.

Meanwhile, somewhere in Houston , a widow had just returned home from her husband's funeral. Her husband was a minister who was called home to glory following a heart attack.

The widow decided to check her email expecting messages from relatives and friends. After reading the first message, she screamed and fainted. The widow's son rushed into the room, found his mother on the floor, and saw the computer screen which read:

To: My Loving Wife
Subject : I've Arrived
Date: October 16, 2007

I know you're surprised to hear from me. They have computers here now and you are allowed to send emails to your loved ones.

I've just arrived and have been checked in. I've also seen to it that everything has been prepared for your arrival tomorrow. Looking forward to seeing you then!

Hope your journey is as uneventful as mine was.

P.S. Sure is freaking hot down here!

==================

This incident happened recently in North Texas .

A woman went boating one Sunday taking with her some cans of coke which she put into the refrigerator of the boat. On Monday she was taken to the hospital and placed in the Intensive Care Unit. She died on Wednesday.

The autopsy concluded she died of Leptospirosis. This was traced to the can of coke she drank from, not using a glass. Tests showed that the can was infected by dried rat urine and hence the disease Leptospirosis.

Rat urine contains toxic and deathly substances. It is highly recommended to thoroughly wash the upper part of soda cans before drinking out of them. The cans are typically stocked in warehouses and transported straight to the shops without being cleaned.

A study at NYCU showed that the tops of soda cans are more contaminated than public toilets (i.e.). Full of germs and bacteria. So wash them with water before putting them to the mouth to avoid any kind of fatal accident.

The Man in the Other Bed

It will take just 37 seconds to read this and change your thinking.

Two men, both seriously ill, occupied the same hospital room.

One man was allowed to sit up in his bed for an hour each afternoon to help drain the fluid from his lungs. His bed was next to the room's only window.

The other man had to spend all his time flat on his back.

The men talked for hours on end.

They spoke of their wives and families, their homes, their jobs, their involvement in the military service, where they had been on vacation.

Every afternoon, when the man in the bed by the window could sit up, he would pass the time by describing to his roommate all the things he could see outside the window.

The man in the other bed began to live for those one hour periods where his world would be broadened and enlivened by all the activity and color of the world outside.

The window overlooked a park with a lovely lake. Ducks and swans played on the water while children sailed their model boats. Young lovers walked arm in arm amidst flowers of every color and a fine view of the city skyline could be seen in the distance.

As the man by the window described all this in exquisite details, the man on the other side of the room would close his eyes and imagine this picturesque scene.

One warm afternoon, the man by the window described a parade passing by. Although the other man could not hear the band, he could see it in his mind's eye as the gentleman by the window portrayed it with descriptive words.

Days, weeks and months passed.

One morning, the day nurse arrived to bring water for their baths only to find the lifeless body of the man by the window, who had died peacefully in his sleep. She was saddened and called the hospital attendants to take the body away.

As soon as it seemed appropriate, the other man asked if he could be moved next to the window. The nurse was happy to make the switch, and after making sure he was comfortable, she left him alone.

Slowly, painfully, he propped himself up on one elbow to take his first look at the real world outside. He strained to slowly turn to look out the window besides the bed.

It faced a blank wall.

The man asked the nurse what could have compelled his deceased roommate who had described such wonderful things outside this window.

The nurse responded that the man was blind and could not even see the wall.

She said, 'Perhaps he just wanted to encourage you.'

Epilogue: There is tremendous happiness in making others happy, despite our own situations. If you want to feel rich, just count all the things you have that money can’t buy. 'Today is a gift, that is why it is called The Present .'