A second "news flash" is that it’s ALMOST ALWAYS the money! This is usually the root behind the "think about it." The customer may not be comfortable in admitting that they can’t afford the product, so they are looking for the honorable way out. It’s the job of the salesperson, to find a way to make it affordable. This may be lowering the price (if that is possible and will close the deal) or changing the payment structure or changing the down payment, etc etc. Once you funnel it down to this objection, it’s usually a lot easier to resolve and close.

Always remember, however, that if you don’t ask for the sale, you will never get it. The customer and you might actually wind up staring at each other, with them waiting to be told to buy what you’re showing. Ask for the money, and you will receive it. If they give you an objection, handle it and then ask again. A "Yes" is always a Yes, but the first five "No’s" are actually "Maybe’s."

See you at the top!

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