Amit Online Hebrew Lessons

What to do when a client says they want to think about it?

Once they say that, you’re out of the picture,
and you’ll waste a lot of time trying to recover a lost deal.

In such a case, ask him:

When most clients say they want to think about it, there’s something specific they want to check. Is that the case with you?

- This opens the door to uncover objections you can address.

Or ask:

What do you need to check in order to make a decision?

- This helps them understand for themselves what the next steps are.

End the conversation with a clear action item.

What does the client need to check and when will the next conversation take place?

The best way to lead the conversation is not by talking,

but by listening and asking questions.

**Why you shouldn't prepare questions in advance for the recruiter in the job interview**

I'll give you an example of a sales conversation:

If you ask a potential client questions in a conversation that you re word for word, he will feel that the conversation sounds like an interrogation.

That you don't really care about what he answers and you rush to the next question.

Instead, start with a general question about what interested the client in coming to the sales conversation.

From there, direct the conversation to 3 areas:

- The current situation
- The problem and its impact
- The ideal situation after the problem is resolved

While he is talking - be silent, and don't interrupt him.

The client will be happy to tell you how to sell to him.

You just need to be willing to listen.

You don't ask questions just for the sake of asking the question.

They are to get information about what is important to him, and what problems you can solve.

Don't ask a question that you won't use to close the deal.

When you present the product, adapt the solution to what was told to you at the beginning of the conversation.

Therefore, in a job interview and sales call, I recommend writing down points of topics you want to talk about,

The same idea applies to job interviews and sales calls. Instead of writing down every question word-for-word, jot down key topics you want to discuss.

This keeps the conversation natural and engaging.

How to get more done in an hour than in a full workday?

Stay focused.

Take an hour of your day when you're at your highest energy

and dedicate it to the most valuable work.

Protect this hour from all distractions.

As a salesperson, this hour is dedicated to follow-ups.

What sales coach Jeff Shore calls the Lead Conversion Zone.

Prepare and learn in advance about the list of customers you'll call.

Define a goal for each call (deal, additional meeting, etc.).

Imagine the feeling when they close the deal and get into the right mindset.

Pick up the phone and call one customer after another without stopping for a second.

Take advantage of the momentum when you're at your peak.

Your energy is more important than your time.

Learn to use it for your most important goals.

How do you maintain your energy at work?

Salesperson? Don't miss this opportunity

At the end of the product presentation, I ask the customer what they think about the product.

There are three types of answers:

"It's not right for me."
Try to understand why and identify where you went wrong so you can improve next time.

"Sounds good," (when the customer answers hesitantly).
I stop and ask them to share their hesitation with me.
If I can address their concerns, they might make a decision.

Hearing "no" during the conversation is better than wasting energy on follow-ups with a customer who won't buy.

"Great, this is exactly what I need."

Then I ask them - why?

If I performed the previous sales steps correctly, they will start explaining to me how the system will solve their problems.

And who is the salesperson now?

There is a critical moment in every sales conversation that many salespeople miss.

there is a moment when it feels right to ask the customer if they want to buy.

At this point, you might feel a lot of discomfort. A voice in your head might say things like:

"Don’t be pushy."

"Don’t ruin the relationship."

"The customer will tell you when they’re ready to buy."

That voice is lying.

The customer needs you to ask if they want to move forward.

Don’t expect them to make the decision on their own.

There are different ways to ask for the sale. For example:

The Alternative Method

"Would you like to move forward with product A or B?"

(This focuses on what they want to buy, not if they want to buy.)

The Pre-Assignment Method

"Will you be available early next week to start the process?"

(This assumes they will buy and shifts attention to the next steps.)

The Direct Method

"Do you want to buy?"

The way you ask is less important than asking itself.

When you feel that discomfort, remember: it’s the right thing to do for the customer.

Ask for the sale and close the deal.