mt453_unit_6_journal_hayden_libhart
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Purdue Global University *
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453
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Information Systems
Date
Dec 6, 2023
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docx
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1
Unit 6 Journal
Hayden Libhart
Purdue University Global
MT453: Professional Selling
Awan, Mahmood
May 2
nd
, 2023
2
Unit 6 Journal
How to overcome when a potential customer states “I need to think about it.”
Often sales are halted when customers make challenging sales objectives such as “I need
to think about it. According to Nancy Nardin from
Smart Selling Tools (2022),
The best way to
combat an objection like this is to ask a follow-up open ended question or provide them with
options to choose from.
I believe the best way is to provide the customer with other options of packages to make
the deal seem sweeter as well as asking questions.
There is almost always leeway in pricing
when it comes to product or service sales. This can give the salesperson some ability to haggle
with a customer that may seem hesitant on price.
I can start this process of negotiating a deal by
asking the customer questions like, how can I make this happen for you? Or what is the best
possibility of making a deal happen right now? By also asking the customer, “What else?” you
can gain the opportunity to see all the cards on the table (Nardin, 2022).
Providing options and other package deals works best when you know exactly what the
real objection is, which can be found by asking the questions above. Discussing other options
can make a sale go the way you want it to and even possibly sell additional products or recurring
services you didn’t originally plan to sell. This can add more profit to the deal than expected.
This works out in the end for both you and the customer.
3
References
Castleberry, S. & Tanner, Jr., F., (2022). Selling building partnerships (11th ed.).
Nardin, N., (2022).
3 Most Challenging Sales Objections and How to Overcome Them.
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