The way to handle an important prospect conversation
Amar Pandit
A respected entrepreneur with 25+ years of Experience, Amar Pandit is the Founder of several companies that are making a Happy difference in the lives of people. He is currently the Founder of Happyness Factory, a world-class online investment & goal-based financial planning platform through which he aims to help every Indian family save and invest wisely. He is very passionate about spreading financial literacy and is the author of 4 bestselling books (+ 2 more to release in 2020), 8 Sketch Books, Board Game and 700 + columns.
October 30, 2020 | 2 Minute Read
“I need time to think” is a centuries old excuse people use, when they cannot decide. Have you come across a prospect who tells you “I need time to think”? Do you think the prospect actually thinks?
Now answer this one honestly. How many times have you used this? Do you really think when you say you will think? I can bet that most of you will be using it exactly the way prospects use it with you. It is time to decode this and most importantly overcome this.
Let us say you tell someone this line. Do you actually set aside time the next day to think about this? Do you say “I need to make a decision on X so I am setting aside 1 hour to think about this tomorrow. If I have any questions, I will reach out to the person and ask questions. Post that, I will make a decision.” Like my previous bet above, I can bet again and say with confidence, 99.99% of people do not follow this. They use “Let me think” very loosely and never think about it.
So first if you really want to improve your own performance, start by implementing this in the way you make decisions. Saying No is better than keeping someone hanging. Once you believe in this, you can then start practicing with your prospects (when they use the line); you can say “Just out of curiosity, what is it that you need time to think about? Maybe I can help you with it”. You can then add “I have helped many people with a similar situation like you, so if there are some questions that need clarification, I can help address this. If you cannot think of any right now, please set aside 30 mins or an hour to think about this tomorrow and I can call back to check if you have any questions. Thank you so much”.
Try it out and Let me know how it went.
P.S. Believe in it and Be Confident (Do not hesitate). It works. You will get a decision almost always. A “No” is your Friend than having “Fake ones” in your pipeline. No one will waste your time here on and your pipeline will only have real prospects.
Similar Post
Nano Learning
The Golden Buddha
I am not sure if you have heard this story before. It was too powerful to not write about it. Sometime in the 13th century in Thailand, there was a Golden Buddha statue made. Thi ....Read More
2 April, 2021 | 2 Minute Read
Nano Learning
Collect or Connect Dots
Isn’t this visual super powerful? The creator of the above sketch, David Perell wrote, “Read to collect the dots, write to connect them.” While writing is an amazing way to ....Read More
5 April, 2024 | 2 Minute Read
Nano Learning
Your Sworn Enemy
I must work hard to keep this enemy away. I bet you must too. In case you are wondering what I am referring to, let me quote philosopher Epictetus, “It is impossible for a pers ....Read More
25 April, 2024 | 2 Minute Read
Nano Learning
Horseless Carriages
I am so fascinated by this headline (and change as a subject) that for the first time in almost 2 years, I am publishing the same post in both of my blogs www.happyrichinvestor.com ....Read More
22 October, 2021 | 2 Minute Read
Nano Learning
Feedforward versus Feedback
Webster defines feedback as “the transmission of evaluative or corrective information about an action, event, or process to the original or controlling source.” There are a cou ....Read More
6 October, 2023 | 2 Minute Read
Nano Learning
Towards or Away
There are things we do that take us towards our goals whether it’s the firm we want to build or the life we want to live. We make progress when we do them. Some examples from y ....Read More
23 September, 2022 | 2 Minute Read
- 0
- 2
0 Comments