Do not go for the sale now. Give them time to think. Tell them that they probably need time to consider the offer you have made.
Use this when:
- You can see that they are not going to decide now.
- You have set up enough tension that you are reasonably convinced that they will indeed seriously consider the deal and are likely to come back.
- Given some more time, it is likely that they will buy more (for example if they are at the edge of a budgetary period and their current funds are low).
- The relationship is important to you, and them making a wrong decision now would affect the chances of making sales in the future.
- You do not need to make the sale today (for example you have made your quota and this sale would be just fine for next month).
Combine this with setting up the next meeting, when perhaps you will be able to solidly close the deal.
Examples
This is an important decision for you and I think you need time to consider how important it is. Shall we discuss the details further next time I see you?
I can see you're thinking very carefully about this. Shall I come back next week to see how you are progressing then?
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