Stalls Flashcards
Let me think about it / I need to think it over
Usually when people say “let me think about it”, it’s really just a polite way of saying no. Is that/Isn’t this the case here?
«_space;They’re actually interested»_space;
Ok, so while you still have me on the call, what do you need to think about or what questions or concerns do you still have NAME? Ok, tell me about that.
«_space;Last resort»_space;
When specifically will you have thought about it?
Ok, here’s what I can do. I’ll send you everything you need to get started along with a pay link for the incentive-based price, and if you can pay that by {{day/time they said}} then you can keep the $2000 savings. How does that sound?
Let’s do this later / in a couple of months
Usually, when people tell me that, it means
- they’re not really serious about doing this
- this isn’t very important to them.
Is that/Isn’t this the case here?
(“no, It is important!”)
(( But not enough to make a commitment today, right? [reverse psychology] ))
- What’s stopping you from doing this now?
- Why do you want to do this later when you have the opportunity to do it now?
- What’s going to change between now and X?
Deal with real objection
(If it’s a bad excuse)
Do you really want to wait until/another {{X amount of time}} to (get the desired/result situation) when you can get started right now?
So where should we go from here? / What should we do? / What would you like to do?
[Or bottom line it]:
What would it take for you and me to move forward today?
«_space;Option 2»_space;
Ok, NAME well I can only take on one client per city and I will be speaking with other practices. So if you don’t make a decision today then I can’t guarantee that I’ll be able to work with you later. Are you ok with that?
So what should we do? / So where do we go from here?
«_space;Option 3»_space;
So are you saying that you’re gonna do this for sure {{later}}? (yes)
And you’re not going to change your mind later, right? (yes)
Ok well, in that case, I’ll send you everything you need to get started so that when you’re ready, you can pull the trigger and we can get started right away. How does that sound?
I need to check with my partner or spouse.
Ok, I understand NAME. That’s very important.
So let me clarify here. Are you saying you are in, and you just need to get a ‘sign-off’ from your spouse/partner, and then we are moving forward? Or is there something else?
«_space;If just need to get sign-off»_space;
Okay great. When specifically will you guys have talked?
(Answer)
Awesome, so here’s what I’ll do: I’ll send you everything you need to get started along with a pay link for the incentive-based fee and if you can pay that by {{day and time they said}} then you can keep the $2000 savings.
Does that sound good?
«_space;if something else, the spouse may have problem»_space;
What’s your spouse’s name?
Would you say you know your spouse quite well? And he/she knows you quite well? (yes)
So NAME, let me ask you this: if you talk to {{spouse’s name}}, what are they gonna say? (dunno, maybe no)
So how are we gonna solve this problem? How are we gonna overcome this? (I dunno)
Send me more information
Usually, when people tell me that, it means they’re not really interested. Is that/Isn’t this the case here?
(no, no, I want to do this)
Ok, exactly what information do you want me to send you? Anything else?
And if I send that to you, what’s going to happen next? / Are you going to move forward?
Exactly what information would you need from me in order for us to move forward today? Anything else?
Ok, so suppose I could give you all of that. Are you comfortable with the $X investment? And you don’t have to talk to somebody else?
Ok, I’m more than happy to send over that information. So are you ready to move forward?
Send me a proposal (at the end of the call)
What exactly are you hoping to see from the proposal?
Let’s pretend I send you a proposal with all of that, what’s going to happen next?
(Move forward)
send proposal
(If something else)
deal with it
I’ll get back to you
Usually, when someone tells me that NAME, I never hear from them again. Is/Isn’t that what’s going to happen here?
So let’s bottom line this. What would it take for you and me to move forward today?
I need to do some research
What do you need to research, NAME?
Let’s pretend you do your research and you like what you see. What’s going to happen next?
Ok, well before we get off the phone, let’s just bottom line this. What do you need from me in order for us to move forward today? / What would it take for us to move forward today?
