Page 29 - BT-SS - BT Sales Skills Training

Closing

“Let me think about it” (Let me get back to you)

• Smart answer – “Why don’t I give you a call” – stay in control

• Smarter answer – Ask 2 Questions

1. “Before I go, from my experience, the need to think means one of two

things

1. Not interested,

2. Not sure about something – which is it?

• Not sure (unanswered sales objections)

• Usually 3 things:

1. Finance – price

2. Not decision maker

3. Your concerned about product capability or will it deliver the value