Introduction As a salesperson, you’ve probably heard prospects say, “I’ll get back to you.” But what happens after that? Most of the time, you never hear from them again. This is similar to the objection “I want to think about it.” Here’s how to handle this objection effectively.
Understanding the Objection:
When prospects say they’ll get back to you, it could mean several things:
- They need more time to decide.
- They’re being polite while declining.
- They’re uncertain about the offer.
It’s crucial to determine the truth behind their statement.
Responding to the Objection:
When a prospect says, “I’ll get back to you,” respond upfront and direct. Avoid suggesting follow-up calls or offering to send more information. Instead, ask a straightforward question: “What would it take for you and me to do business today?”
Asking the Right Questions:
By asking this question, you prompt the prospect to reveal their true concerns, whether it’s about the price, terms, or specific information they need. Addressing these concerns directly helps you move the conversation forward.
Examples of Effective Responses
- Direct Approach:
- “What would it take for you and me to do business today?”
- “Is it the price, the terms, or something else that’s holding you back?”
- Handling Price Objections:
- “What if we offer a payment plan or better terms? Would that make a difference?”
Understanding Prospects’ Behavior:
Prospects often lie to protect themselves or avoid giving too much information. Recognize this behavior and aim to cut through the smoke and mirrors to get to the truth.
Personal Experience:
Sharing personal anecdotes can help build trust. For example, if a prospect wanted to read your book before deciding, you could say, “I wrote the book. What could you possibly get from it that you cannot get from me in person?”
Conclusion:
Handling the “I’ll get back to you” objection effectively involves being direct, asking the right questions, and addressing the prospect’s concerns head-on. By simplifying your approach and focusing on the truth, you can close more deals with ease.
FAQs
Q1: What should I do when a prospect says they’ll get back to me?
A1: Ask them directly, “What would it take for us to do business today?” This helps uncover their true concerns.
Q2: How can I handle price objections?
A2: Offer alternatives like payment plans or better terms to address their price concerns.
Q3: Why do prospects lie?
A3: Prospects often lie to protect themselves and avoid giving too much information. Recognize this behavior and aim to uncover the truth.
Q4: How can I simplify my approach to handling objections?
A4: Focus on a single effective method to handle multiple objections, rather than memorizing numerous scripts.