How to close in the meeting, without hearing “let me think about it”

01·Where you are now

They came, they cleared the time, you explained everything, and in the end they said “let me think about it”.

Could the explaining itself have been the problem? Whoever knows their product well knows how to explain it well, and the explaining feels like work. It is not work. It is what happens instead of it.

And it costs you the meeting. Asking for a decision from a person who does not yet understand loads them down, and the human response to that load is deferral: “let me think about it”.

As long as the meeting rests on what you said, and not on what you found out, a better argument, a discount or a small push at the end will not change that moment. For me too, the biggest difficulty in going out on my own was changing my perception: that I would get by even if I had to sell my service alone.

02·Who's talking to you: Axel Jedlitschka

In meetings with business owners, I started solving their problems

From January 2022 to October 2023 I ran sales meetings and service meetings. I sat across from business owners, and I learned to sell in the meeting itself.

In the same job I started building systems and automations for business owners, and I learned to solve technology problems in businesses. I'm against a meeting where you sell before you know what the person needs, because “you cannot go on the assumption that you know what the public needs and wants.”

Axel Jedlitschka

04·There is a way

The four steps

A better argument, a discount or a small push all try to influence the moment of decision at the end of the meeting. But that moment was settled long before you got to it, and what settles it is not what you said, but what you found out. There is no script and no set words. There are four things to achieve, in a fixed order, and the wording stays yours.

1. 01Make contact.First contact with the person.
2. 02Handle.If they are suspicious, resistant or hostile, you deal with that before going on.
3. 03Locate what is bringing them down.The thing that is ruining it for them, and that they would want handled. And they have to see that it is the one.
4. 04Bring the realisation.That there is a solution to it.

As the meeting draws near, the client wraps themselves in a brick overcoat. The bricks are bricks of fear, and the fears have to dissolve, not be beaten in an argument.

What you get

What is promised, and what is not

There is no purchase and no payment here, so there is nothing to cancel. You can withdraw your consent to marketing messages at any time.

Questions?

Before you download