Have you come across a client that says, “I need to do research”? What would you do if you’re talking with your client and you think the conversation is going well until they say, “You know, I have to do a bit more research”? Those words are a mood killer for sales. You’re disappointed, but you want to say something to turn the situation around, so you tell your client: “Trust me on this. We’ve done this many times before. It works for other clients in your industry. I know what your audience is looking for.”
Telling clients about your offer can be interesting, but getting an objection like I need to do research unexpectedly can be avoided. Overcoming sales objections requires you to understand advanced sales strategies to close different types of prospects. Statistics reveal that 36% of salespeople think closing is the most difficult part of the sales process.
Oftentimes, prospects lie. So, when clients say, “I need to do research”, what would your answer be for that objection? Every prospect you speak to would have sales objections but they aren’t unavoidable. Instead of telling your prospect they’re wrong, help them come to a different conclusion of their own accord. And if you know some good closing techniques to close, you could handle them like a kung fu master.
Table of Contents
- What Not To Say To The Client?
- Cut Past The Client’s B.S., Get To The Truth
- Why Do They Want More Research?
- What To Say To The client?
- Close Over And Over Without Being Pushy
- Old School Sales Methods No Longer Work, as Well as They, Used To
- New School Sales Methods With Proven Process To Closing
- How Do You Handle a Situation When Your Client Tells You They Want To Do Research?
- Learn The Proven Sales Closing Techniques That Close Over and Over
Even though you try to be trustworthy and reassuring, they still have to think about it. Your mind spins as you try to think of a counter-argument. Why do they still need to do research? You’ve shown them testimonials, shown them all the features and benefits of your product. What do you say when they need to do more research? Do you still try to make the sale?
Watch this video about what to say when your client needs to “do more research.”
What Not To Say To The Client
Having the best sales closing technique will increase your closing ratio but the problem is that learning good sales closing techniques is difficult. Most sales resources that you find in books or online, teach you nothing. The truth is, when someone says they need to do research, that’s not what the client is thinking.
If your client needs more time to “do research,” it’s usually a sign they don’t trust you yet. They’re on the fence and you tried too soon to close them on a deal.
Apart from using the wrong statements to clients, saying something like, “trust me on this,” or “ we’ve done this before,” or “we’ve done millions of dollars in business before with a similar client” will not give you the results you’re looking for. You’re trying too hard to justify yourself, and that won’t gain the client’s confidence in you or your company.
A trustworthy person doesn’t need to say any of those things.
So instead of telling them to trust you, or selling them on the benefits of working with you, find out what the truth is when the client says they need to do research. Cut through all their B.S.
Cut Past The Client’s B.S., Get To The Truth
If your client says they need to do more research, find out what’s really going on. The real problem is not the amount of research they need to do.
To handle their objection, ask them, “Pretend you did your research and due diligence, and you like what you see, what’s going to happen next?”
Give them a moment to answer. They’ll give you their solution. For example, they might say, “Then I would send you a message and then let’s do it.”
At that point, get a commitment. You could ask something like, “When can we move forward with this?”
It’s obvious, prospects and clients lie. Prevent them from doing the research because you don’t want them to follow up with you six months down the road or vice versa. Find out if they want to do business or they’re just lying to you.
For example, we would ask them, “What do you need from me for us to move forward?” Maybe your client wants to do a smaller test, just in case, it’s not something their audience wants to buy. Maybe it’s something they haven’t tried before so they want to change the deal a little bit.
Then you could ask your client what would happen if you move forward with the changes that they want. “Okay, if we do a smaller test, what would that look like?” Find out exactly what’s holding your client back from committing so you can move forward and do business together.
Why Do They Want More Research?
Don’t let the conversation end with the client wanting to do more research. Ask what specifically they need from you so you can work together. Maybe all they need are some testimonials from your most recent clients. If that’s the case, find out how many they need. Or maybe they want to see your refund policy. Or they want to talk to some of the people you’ve worked with before.
Ask questions to find out exactly what’s stopping them from buying. Say something like, “Let’s pretend we could do a smaller test. How would you feel about that?” By digging deeper, you’ll find the truth that’s holding your client back. When your client has to “think about it,” it means they don’t trust you enough.
Don’t let them go and do the research! They may find the wrong information.
Dig deep by asking questions to find out what’s holding your client back from closing the deal. Ask those questions to cut through the B.S. Sometimes, they don’t need the proof, they just say they do. After they tell you what’s going on, and you get a commitment from them, you can move forward. That’s how you stop your client from killing a sale because they need to do more research.
Once you get to the truth by asking questions, you have confirmed you understand where your prospect is coming from. Build trust by empathizing with your prospect and validate their point of view or request. As said earlier, ask what specifically they need from you so you can continue to work together.
While objection can be prevented at the beginning of the call. Develop some pre-selling methods in your business model that provide your prospects with the answers they are searching for.
What To Say To The Client?
Is there a foolproof formula for what to say when your prospect says they need to do research? What if we told you that you could handle them like a kung fu master? You could learn good closing techniques to handle their objection and ask unique questions to get the truth out of your prospects.
Given the points shared earlier, what to say after the conversation to close the prospect once and for all? One question we like to use to close the conversation is “Where should we go from here?” This lets the prospect feel that they are in control and they can decide to move forward. This also means, your prospect could say yes or they could still think it’s not right for them and they want to continue to do research.
If the prospect is not giving you a straightforward yes or a no, the prospect could still be skeptical about your product. Or maybe, the prospect is not the right fit for your product. Sometimes, it’s the prospect’s lower-self that’s making the decision – the fear in committing into something new.
Now, when this happens, you could say, “Look, Mr prospect, let’s be honest. I can sense some fear in you, are you perhaps afraid to make this decision? If you say, “I need to do research”, What is it specifically would you like to do research on? Maybe I can help you with that.” This is where you go back to dig deeper and discover more truth.
But if they say yes, respond with: “Congratulations. I look forward to working with you.” Instead of thanking your prospect – if anything, they should be thanking you for helping them solve their problems.
Remember that whether or not the prospect says yes, has nothing to do with you. At the end of the day, the decision is made by them, not you. It’s either you make them want to buy or you close them over and over again, without being pushy.
Close Over and Over Without Being Pushy
As mentioned earlier, you could bring the scenario back to dig deeper so that you can find out more truth – the actual truth behind their lie. It’s like taking your prospect on a rollercoaster trip. That’s why it’s crucial to know how to communicate with different types of customers.
Understanding how to sell to the different types of customers will decrease your chances of objection. This means, not only when a prospect says they want to do research. Another common objection is when they say they want to think about it. Customers are quick with search and with our current technology, they’re a few clicks away from doing their research. However, when they book a call with you, they would already have done their research. So, what they want is, the assurance that the value of your product or service is valuable to them.
Remember, the prospect will have this in mind, “What’s in it for me?” Clients don’t care about anything besides how you can help them. So, ask them questions, show them the value of your product or service and they will close themselves.
Old School Sales Methods No Longer Work, as Well as They, Used To
Do you know whether your current sales methods are a proven process? Most of the traditional sales techniques are inches away from being on their deathbed. From old brick phones to now our phones have been updated and improved, but the techniques we use on them haven’t. Once you use this new sales method, you’ll breeze through almost every single sales conversation. Now you can finally put an end to these painful and embarrassing objections that are costing you sales and money.Trying to be better than your competition puts you in the same category as your competitors. Click To Tweet
Competing on price, features, benefits, and service puts your prospect in the position to do research. How to stop making these traditional deadly sales mistakes? Here are some mistakes you could avoid your prospect from saying I need to do research:
- Don’t be aggressive, pushy, slimy, and unethical
- Don’t try to sell prospects on features and benefits
- Avoid giving the prospect control of the sales conversation
Do the opposite of these things, perhaps your prospect won’t think about doing more research. When you see objections for what they really are, with a good closing technique, you’ll be able to handle them effectively. You don’t follow a typical sales process and by taking control of the sales conversation, you’ll let the prospect sell themselves on your product or service.
Find your prospect’s pain and help them come to the conclusion that you’re the right person with the right solution to their problem. With these proven new sales methods, you’ll close more deals in less time with less effort. And once you stop doing old-school sales, sales will never be the same for you again. You may even be shocked by how receptive your prospects will be and when your client says, “I need to do research”, you’ll know word-for-word when you’re on a call with your client.
New School Sales Methods With Proven Process to Closing
After Dan fails at 13 business ventures, he has learned that in business if you don’t have a proven process to sell, you won’t be able to scale. It’s a process that has helped him grow his company and his entire organization. He’s currently leading and managing a team of over 100 active closers within his organization who are closing for his own products and services using The Perfect Closing Script in his sales process.You need a new way to close because consumers are becoming more and more sophisticated. Click To Tweet
This new school sales methods don’t need the help of a typical salesperson like they used to anymore. The Corporate Executive Board study more than 1,400 B2B customers found that nearly 60% of a typical purchasing decision is made before getting on a call with a salesperson.
With this change in consumer purchasing decisions, when your client says, “I need to do research”, sales professionals had to change their strategy. They spend 20% of the time asking questions and let the prospect do 80% of the talking on a call. By asking questions, you’re enabling the prospect to open up and reveal some of their deepest pains and unfulfilled desires.
So, ask them questions, show them the value of your product or service and they will close themselves. This is why new school sales methods are so powerful. You don’t have to be pushy, slimy or unethical when you’re selling something.
How Do You Handle a Situation When Your client Tells You They Want To Do Research?
The last thing you want to happen is the client needs time to do more research and you don’t hear from them again. Don’t justify your value or tell the client to trust you. Instead, ask questions to find out what is really going on in their mind. What would happen if they did have the opportunity to do more research? Would you do business together?
Maybe they want something to happen first before they move forward. Find out what changes they want, and how you can help. If they want to research guarantees and testimonials, ask them what exactly they need and provide it within the time frame agreed. When you find out what’s really going on, you have a greater chance of closing the deal.
Learn The Proven Sales Closing Techniques That Close Over and Over
It’s frustrating to lose a sale because you couldn’t handle a sales objection, especially when you know your product or service could change the life of your prospects. To handle these objections effectively, hear them out completely. Listening builds trust, even with objections.
Some people may not know how much pain they’re in or realize how much they need to buy from you. That’s why we have created this dead-simple, word-for-word sales script for our students. They can review before a sales call. With The Perfect Closing Collection, they’ll be ready for overcoming sales objections and closing more sales.
This new method develops more respect from your prospects and closes more deals in less time. The worst kind of sales closing technique is the ones everyone knows about. So why learn the old school sales methods? They no longer work as well as they used to.
What you do next is crucial when you’re on a call with your prospect if you want to know how to master these objections like a kung fu master. If you want to learn more about sales closing techniques in-depth, click here to discover The Perfect Closing Script.