How To Overcome The Objection – I Want To Think About It

I guarantee one of your worst feared objections is “I want to think about it” isn’t it?

Why do all salespeople fear the “I want to think about it” objection?

Because it isn’t really an objection is it? Or is it? They haven’t really said “No” have they? They haven’t really said “Yes” either have they? So the weak sales rep can breathe a sigh of relief and believe the client will definitely get back to them with a yes tomorrow and the so-called experienced rep will make the excuse that it wasn’t really an objection so there was nothing they could have done to overcome it. While the Professional Closer goes to work and starts to find out exactly what it is the clients want to think about. Whichever one you are, let’s look at this “objection” in the latter sense, as Professional Closers; after all, if you didn’t want to become a Professional Closer you wouldn’t be reading this, would you? So what can you do in this situation?

Firstly we have to look at the reasons why people say “We want to think about it”

The first and most common reason you will get the: “I want to think about it” objection is that you gave them too much information to think about! An old sales trainer and excellent motivator of mine were always saying “If the cow doesn’t moo, don’t feed it” What he was saying in an essence was, only give them the information they ask for. There is no point in telling them how efficient the air conditioning is on this particular model of the car if they live somewhere where it snows for 6 months a year. They will be more sold on the amazing traction the electronic 4X4 system gives them when driving on snow and the fact that by pointing the key through the kitchen window and pressing a button while they’re finishing their morning coffee, the seats heat up and the all windows de-mist automatically.

Do you get the idea? You can always add the air conditioning in as an additional benefit for when they drive down south for their summer holidays while they’re signing the purchase agreement. The other main and obvious reason you will get “I want to think about it” is you haven’t sold them yet.

At this point, you need to revert to A.C.O. (See: Overcome any objection with This tried and tested three-step formulaAgree with them: “I fully understand John and Mary, if I was in your shoes I’d want to think about the payment options and whether I could afford the additional monthly outgoing.” Confirm: “Is that what you want to think about?” If that is not their reason you need to keep asking with one option at a time until you have isolated it down to the real objection.

Now you just get back into Overcoming the real objection and closing the deal!

So to recap: “I want to think about it” really means, you’ve given me too much information and I’m confused. Or, I don’t have enough of the relevant information so I’m not sold yet.

By keeping it simple and only feeding the cow when it moo’s, you will always be dealing with: “I don’t have enough information yet” It’s always easier to add the benefits of your product bit by bit than take something away once you’ve given them everything upfront.

The lesson this week is: “Don’t feed the cow till it moos!”

It can be a fairly complex process but don’t feel overwhelmed, reach out to PrintArt today, and explain your needs.  Their customer service department will put together a cost-effective quote and help your vision come to reality!


PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com


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Do you have a special project that you need our help with? Just fill out this small form and let one of our representatives give you a call and talk about your project.

Packaging Your New Products to Sell

You have spent time and money developing your product. A patent has been filed. You have committed financial resources, more than expected, to make your great idea come to life. You have produced a small quantity and now you are ready to take your idea to market. You approach distributors or retailers and they love your product.

Then you get your first order and the realization comes about. How am I going to get my great product to my new customer? How will it be packaged? A customer wants to order a case of your product, how many are in a case? How will my product tell its story on the retail shelf?

These packaging problems and many other surfaces when you finally get your product to market. And in many cases, the packaging costs are the last thing a new product developer thinks of, plus many times the cost is not even in the projected cost.

Now comes the panic…

How do I package my new product for as little as possible? When in reality packaging can be the most important part of your new product. One of my current customers makes replacement transmission kits. One kit design – a standard brown retail box with a small label describing what transmissions it replaces. The other package has a four-color laminated graphic custom box that has all the information about how to install, kit parts, and what transmission it replaces. The interesting thing is although both kits have the exact same components, the kit with the four-color litho-laminated graphic packaging sells for more than the other generic transmission kit and it outsells the plain brown box almost two to one. This is why the old adage “packaging sells” is really true.

For new retail products to sell, a story about the new product must normally be told. In a retail atmosphere, the printed packaging or custom box tells that story. Custom retail packaging has graphics printed on the box, but the design of the package is also important. Maybe your product needs a custom packaging design, a windowed box, or a certain box style will allow for more information to be presented to the prospective buyer.

Now that your product has retail packaging that promotes the product, you have to get it to the retailer safely and in quantities that make sense to you financially and to your customer. Shipping boxes can be made in almost any size and style. Many times you can find a stock shipping box, that will be the right size, from online stock packaging companies, but other times, it requires a custom made shipping box, also called a custom corrugated carton. Package designers are not just for retail packaging, but also for protective packaging.

Some products will require protective packaging along with the shipping cartons. Box Style, corrugated board strength, and the correct cushioning all play a part in safely transporting your product to its destination. A good rule of thumb is a 2″ barrier of protection between your products for protection if they are fragile in nature. Anything from crumpled newspaper and loose-fill peanuts to custom foam packaging can help protect your product during shipment. If you are unsure contact a packaging professional.

Remember, a good retail graphical package design and the properly packed shipping box will help make your products get to market safely and then move off the shelves.

It can be a fairly complex process but don’t feel overwhelmed, reach out to PrintArt today and explain what you need.  Their customer service department will put together a cost-effective quote and help your vision come to reality!.


PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com


Would you like more information?
Do you have a special project that you need our help with? Just fill out this small form and let one of our representatives give you a call and talk about your project.