The "I want to think it over" objection is the one that drives most salespeople nuts. And the Internet turns your website into a procrastination machine.
Joe Girard, the author of "How to Close Every Sale," tells us that people are afraid to make the wrong decision. So they procrastinate.
The Guinness book of World Records named Joe Girard "the world's greatest salesman." He sold 13,000 cars, with no fleet sales and no leases, in just 15 years. So, he knows a bit about face-to-face selling.
Translating Girard's ideas into the software development industry, it's not just the $30 that you charge for your program that your prospects are worried about. It's the time that they'll be investing in it. And the fear that they'll discover a more appropriate application next week or next month. And the worry that their decision will be challenged by friends and colleagues.
Enthusiasm is contagious. So is hesitation. Your website has to enthusiastically talk about your software. Convince people that they need to start benefiting from owning your application. Today.
I'm confident that Girard would tell you that you're helping your prospects by pushing them to make the right decision - to buy your software. Don't be shy about it.
One way to avoid procrastination is to appeal to prospects' egos. Tell them that they're important - certainly they're sufficiently important to make a tiny decision like buying your software. Tell them that they deserve to enjoy the benefits of your program.
On the Internet, we need to anticipate procrastination, and deliver a sales message that encourages prospects to buy. Now.
- by Al Harberg, the Software Marketing Glossary guy
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