Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale

Chapter 68. The art of exploring "Let me think about it"

"Let me think about it" has many meanings, one of which might be that the buyer really wants to think about it. But behind the five words may also be:

"Convince me that this is what I should buy."

"You have not understood what I am really looking for."

"Show me something else."

"Do I really need this?"

Sales Ambassadors never accept "Let me think about it" at face value. They find out more about why the customer hesitates and respond accordingly. The minute the phrase comes out, they start preparing questions and statements:

"What further information would you like?"

"What makes you hesitate?"

"You will have tremendous pleasure using this"

"What else would you like to see?"

This approach helps continue the discussion and give the sale another opportunity. But what if the customer still insists? The best way is to accept that they really would like to think about it. Sales Ambassadors also make requests to better understand the commitment of the customer:

"Would you like to make a deposit?"

"Shall I put this aside for you?"

When the customer departs, it is always on a positive note:

"Please feel free to return and I will be more than happy to help you. It was a pleasure to serve you today."

Remember that "Let me think about it" may not mean what it appears to mean.