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    How to deal with a shopper who says, “I have to think it over?”

    Q: "How do I deal with a shopper who says, 'I'll have to think it over?'

    A: You usually think that it was the customer's fault, but I say it was the employee because when someone says, "I have to think about it," it means you have given him probably too many things to think about.

    Your goal when you're selling, by the way, is to create a sidewalk. We're not going to veer off here. We're not going to go off the curb there. We're going to go straight down this path to that product. And you need to know that when you're presenting it.

    Otherwise, you'll put distractions in the customer's way and then it's kind of like, "Oh, why do I look. Where do I look here? I have to think it over." Then just go back to three things they said were important to them. So, you know, I'll have to think that over. Let me just make sure I got everything right. Let's say we're a flooring company. You said that you really were tired of the court floor you had in your kitchen because you couldn't clean it too well. You wanted something lighter to match your cabinet, so it would look more spacious. And then you also said that you wanted something that you could use for both indoor and out for the patio. Did I get that right? Yes. And then did I miss anything? No. And then just shut up.

    What that does is it reframes what they have to think about and realize, "Oh, well, yes, that really is gonna do everything I want. Is it gonna work every time? Absolutely not. But you are going back. This is provided you actually have a sale system, by the way. You know, if you're just winging it, "Hi, can I help you find something? Do you have a budget? Looking for something special, let me know. I'll be waiting behind the counter bored out of my gourd." That's probably not gonna work.

    But if you spent the time like on SalesRX and you've actually learned the sales process, that could take somebody from engaging the stranger to discovering a shopper and making a customer. Which is exactly what I teach in person and online. Then you have that ability to go back because you have that inventory of things they've told you. But if you don't, you're pretty much left with, "Okay, let me know," and that doesn't work. "How do I deal with a shopper who says, 'I'll have to think it over?'"

    Well, I think when you run into that, now you usually think that the person's fault was not the customer, it was the employee because when someone says, "I have to think about it," it means you have given him probably too many things to think about. Your goal when you're selling, by the way, is to create a sidewalk. We're not going to veer off here. We're not going to go off the curb there. We're going to go straight down this path to that product. And you need to know that when you're presenting it.

    See also, 10 Retail Selling Tips

    Otherwise, you'll put distractions in the customer's way and then it's kind of like, "Oh, why do I look. Where do I look here? I have to think it over." Then just go back to three things they said were important to them. So, you know, I'll have to think that over. Let me just make sure I got everything right. Let's say we're a flooring company.

    You said that you really were tired of the court floor you had in your kitchen because you couldn't clean it too well. You wanted something lighter to match your cabinet, so it would look more spacious. And then you also said that you wanted something that you could use for both indoor and out for the patio. Did I get that right? Yes. And then did I miss anything? No. And then just shut up.

    What that does is it reframes what they have to think about and realize, "Oh, well, yes, that really is gonna do everything I want. Is it gonna work every time? Absolutely not. But you are going back. This is provided you actually have a sale system, by the way. You know, if you're just winging it, "Hi, can I help you find something? Do you have a budget? Looking for something special, let me know. I'll be waiting behind the counter bored out of my gourd." That's probably not gonna work.

    But if you spent the time like on SalesRX and you've actually learned the sales process, that could take somebody from engaging the stranger to discovering a shopper and making a customer. Which is exactly what I teach in person and online.

    Then you have that ability to go back because you have that inventory of things they've told you. But if you don't, you're pretty much left with, "Okay, let me know," and that doesn't work.

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