If you sell a product or service with many add-on’s and options or choices, then it’s easy for your prospect to get overwhelmed and want to “think about it.” Many sales reps actually make it for harder for buyers to decide because they keep pitching (instead of closing) and so complicate the sale even further.
If you find that you’ve “talked past the close” as I like to say, then it might be time to un-complicate the sale and make it easy for your prospect or customer to buy something now, rather than putting the decision off.
Here are some ways you can do that. As usual, take some time to customize these to fit your product or service:
“Now _________ I may have made this harder on you than I should have. Let’s look at the basic package again, the (restate the easiest offer), and let me ask you: will this do most of the things you’re looking at this to do for you?”
“It’s easy to get overwhelmed by all the choices and combinations, so let me make this easy for you: most people in your position go for our X package because they find it does everything they need it to do. And, of course, you can always upgrade later should you have the need.
So let’s do this….”
“I’m getting the feeling we’ve gone over too many options, and it would probably be easier for you if we just took half of these away. Which features don’t you feel you need?”
“I know it’s easy to go back and forth on some of these combinations, so let me ask you: is this a toss-up decision, or are you leaning towards one more than the other – and if so, which one is it?”
“__________, let’s step back here for a moment. You don’t have to get the package that has all the bells and whistles – unless you really want to, of course…. – so tell me, which one of these are you leaning towards?”
“You know, going through all the possible options and combinations could take you hours and hours. You don’t have to do that now. Instead, let’s break this down to your absolute essentials: which features can’t you live without?”
“If you had to pick one package/combination over another, which would it be?”
“With all of these options you’re going to get our (warranty, performance, delivery, etc.), so any package you pick is going to be fine for you. Tell me, what are you leaning towards right now?”
“__________, let’s make this simple and get you started with the basic package for now. That way you can see how this works for you, we can get into a relationship, and later, down the road, if you want to expand your coverage, you can. At least in the meantime you’re not missing out on these results….”
“Let do this: let’s take the premium package so you won’t have to worry later that you’re missing out on something you wish you had gotten in the beginning. With this package, you’ll get everything you need….”
Having these closes handy when you feel your prospect slipping away or having a hard time making a decision could very well save the sale for you.