Our gut reaction to this is that it is just another soft no. As sales people you have heard it expressed as “I want to think about it. Or Call me next week.” What the prospect is really saying to you is “you haven’t uncovered all my objections yet, so I am not prepared to answer yes.”
So how do you turn “I’ll sign up on the web” to either a definitive yes or no? Try this the next time you get this response. “Sure you can sign up on the web, but let me ask you this: why wouldn’t you want to sign up right now?” Then wait for an answer. This opens the door for the prospect to tell you their uncovered objections. In turn, this provides you the opportunity to continue the conversation, address their concerns and check if they have any additional questions. Hopefully, they only had one objection and now feel comfortable in registering. If not you methodically move your way through their objections by asking for confirmation about their level of understanding and agreement on what was covered and if they have any additional questions or concerns.
This may seem like it would drag out the interaction and your prospect doesn’t have time for it. In reality this goes pretty quickly, if you keep your responses to the point. If your prospect doesn’t want to engage in this process they most likely aren’t a potential customer and letting them go to “Sign up on the web” is the right thing to do…just in case be sure to always provide them with your business card that includes your website address and your ZO number.
For more information on this subject check out the Fear Factors posted under the Training tab of the Dealer Zone.
Good Selling to You!