“(…) Prospects who refuse to make a final decision even after being held accountable to their previous declarations are politely telling you “no.” And keep in mind, “no” is a perfectly acceptable answer because “no” will not kill you in sales — “I don’t know” will destroy you with false hopes of commissions that will most likely never materialize.
This selling method can be applied to any number of excuses you are likely to hear at the end of your sales presentation. By addressing “I want to think about it” or “I don’t want to change suppliers” or “I need three bids” proactively, you will be in a very strong position to get a final decision about you and your company.
Never be caught flat-footed when it comes to objections and stall tactics. Proactively anticipate and prepare for whatever excuses may come up.
The key is to combine basic psychology and sales fundamentals to proactively eliminate the inevitable excuses prospects will raise to postpone making a decision. By removing the excuses ahead of time, the prospect will be more likely to make that final decision in your presence, which will dramatically increase the probability of a successful outcome.”
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“Most fast-casual operators believe that competency creates conversation. That being “good” equals word of mouth. But it often does not, because almost every competitor is at least good. If you want customers to tell others about your restaurants — and you do — you must be different in addition to being excellent.
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