Jan attended a networking meeting. Someone she just met approached her attempting to sell her product. Jan. was slightly interested but wasn’t convinced this was the right fit for her based on the knowledge she had. When asked, “Would you like to make a purchase?” she said, “I’ll have to think about it.”

What is someone really saying when they say, “I’ll have to think about it?” Or perhaps their response is, “It’s sounds good but I’m too busy or I’d like to pass.”

Are they saying NO, NOT EVER?

What they are really saying is, “I haven’t seen enough value for me.” Most of the time we have not taken the time to find out about their need because we are so anxious to make a sale.

So, how can you respond to that? Rather than attempting to prove your product, which generally just pushes someone away, I encourage you to take a step back and ask, “Do you have a minute to answer a question?”

Here are a few questions you might ask.

“What do you need to hear that would convince you this product offers the value you are looking for?

What questions can I answer for you?

Here is a powerful question, “If our roles were reversed, what would you want me to tell you that would make this worthwhile for you?” It’s amazing how often they will tell you exactly what you need to hear.

Where does story come in?

Once you know exactly what they are looking for, you can share a short personal story or one or two testimonials from your clients. The key is finding out what they really need and offering high value.

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