The prospects says they aren’t sure if they want to buy your product. They say it costs too much. They say it does not accomplish what they want. They say it right as you are asking for the deal. What do you do?

Say nothing! I mean nothing! They are thinking out loud. Let them overcome their own objection. They often will. Don’t let them sidetrack themselves. When they are willing to work, they are willing to buy. If you speak, you are giving them permission to not work. You are giving them permission to not buy.

People buy on emotion. There is no bigger emotion expressed than when prospects are waiting for a response and you say nothing.  Let them express their emotion of silence – and the deal can be  yours.

It won’t always work– but quite often…it will.

Happy selling!

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