Closing Techniques

The “I Want to Think it Over” Close: By Brian Tracy

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.

Brian Tracy,Chairman and CEO of Brian Tracy International, discusses saving the lost sale on his blog post: http://www.salesopedia.com/component/content/94.html?task=view&ed=107

2 thoughts on “Closing Techniques”

  1. That’s an excellent way to handle it. Of course, when possible, I recommend “qualifying” the prospect on price before launching into the presentation stage.

    This way you know up from wether or not they can afford it.

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