My Favorite Way To Get Prospects To Confront A Decision

0:00One of my favorite ways to get a prospect to confront a decision when they say, "I need to think about it," is this. All you have to ask back is, "No problem. Do you need two or three days or two or three months to think about it?" The point is, you want to exaggerate the time frame based on what you sell by a huge amount, so much that they look at you. They'll look at you weird, and you say, "Right, of course. At the end of the day, you're going to make a decision based on these three things, so we might as well just make it today." And if you're curious what those three things are, is one, am I the person you want to do business with? Two, do you believe the product's going to work? And three, is this the company that you believe in, that you think that we stand by our promises?