Facing Up to Pressure
to Make A Quick Decision

A salesperson is pressing you to sign on the dotted line, but you're not ready to commit yourself just yet. What steps can you take to protect your best interests, while keeping your options open?

In my booklet, The Success Formula I write about the importance of "taking action now" after you've determined that your course of action is the correct one.

Acting now is typically the best way to get the results you want - so long as you've come to a definite decision based on a preponderance of evidence that it is in fact the right decision.

But, "taking action now" should never be confused with making a quick decision due to pressure from another person. As you know, operating from external pressure is not a "win" and does not typically serve your best interest.

So, the question becomes, "How do I tactfully tell the person I'm not ready to make the decision without angering them, and closing them off to doing business with me in the future?"

Premise: We're assuming here that you genuinely are interested and just want more time to consider, get more facts, etc.

If what you really mean is "no" please just let them know that. Providing the impression that you are still interested when you're really not because you don't want to hurt their feelings is just as unfair to them as their pressuring you is unfair to you.

But, assuming you ARE interested and really just want more time to consider, let's look further:

Possibility One - regular transaction

If it's a product or service that is basically a commodity, then turning him or her off to doing business with you in the future is most likely not an issue. They want to do business with you and they will when you are ready.

The fact that they would prefer you to be ready "now" is not your problem (at least it shouldn't be); if it's anyone's problem, it's theirs.

In this case you simply say (and, in a tone of voice that is warm and grateful), "Thank you. I really appreciate your offer and willingness to work with me. I'm not ready to make a decision to go ahead with this right now but if and when I decide to, I'll enjoy working with you."

Do not make excuses!

Don't say, "I've got to figure out if I can afford it" - this will only encourage him to answer your objection and re-close. And, avoid saying, "I want to think it over" or, "I have to discuss it with my (fill in blank here)".

Again, that's nothing less than an invite for him to answer the objection and apply more pressure. You want to answer in such a way that there is no excuse for this person to overcome. You do that best just by thanking them.

Possibility Two - price going up

If it's a product or service that you might really want and he or she gives you an ultimatum, such as, "After today the price goes up to XX amount" then you need to consider a couple of things. (By the way, for the sake of this example we're assuming this is the only place you can purchase this and he/she is the only person):

A) Is this simply a pressure tactic or is it true? In other words, is he or she saying this just in the hopes of rushing you into a "yes" or is their actually a price change after today?

B) If you're certain it's just a pressure tactic, then go back to a variation of the answer above, which was: "Thank you. I really appreciate your offer and willingness to work with me. I'm not ready to make a decision to go ahead with this right now but if and when I decide to, I'll enjoy working with you."

C) If you have reason to believe, or they can document that it's true; the price really will go up significantly after today, then you have to consider the following:

#1 Am I willing to pay a higher price for an extra day or two of consideration? (In other words, is the tradeoff of extra money for piece of mind worth the exchange? If so, there's your answer.)

#2 If the answer to the above is "no", then you need to ask yourself if you can "walk away" from buying this, because an answer of "no" right now will remain a "no."

Key Point: This right here is why the pressure tactic can be so successful for high-pressure types. They know that most people hate to say "no" but that they also want to procrastinate for as long as possible.

Add that to the fact that the typical person also doesn't want to miss out on a deal (pay less now than later). The "must do it now or the price goes up" pressure technique will often get that prospect "off the fence" because they don't want to lose out on a good deal.

#3 Of course, if you're really not sure that "yes" is the right move for you, and you'd really like to buy yourself some time, you're best off saying something along these lines:

"Mr/Ms. Salesperson; I really appreciate your working with me and I respect the fact that there's a scheduled price increase. If it comes down to 'I have to say yes now or not get it' - and I know I won't be willing to pay a higher price later..then, unfortunately, the answer will have to be 'no.'

"However, if you will agree to keep the same price for another three days so that I'll have time to consider exactly what I want to do, then I'll promise to call you back at that time with a definite yes or no. Can we agree to that?"

What you've now done is put the salesperson into the role of "buyer" (i.e., buying into your time schedule instead of theirs). What this does is demonstrate that you won't be bullied, are an intelligent buyer, and are polite and gracious about it.

The third part is what will often make the difference, as you are not backing them into a corner by making it "you against them" but, instead, two people who are simply trying to work out the best transaction.

So, to summarize:

once you have enough evidence and information to know (to the extent than anyone can actually ever really know something for certain) that a "yes" decision is the correct decision, go ahead and make it.

However, if you truly don't know one way or the other, there's no reason to be pressured into making that decision before you are ready.

When letting the salesperson know that the answer won't be immediate, be polite, express appreciation for their working with you, don't make excuses. And, finally, provide a counter option.

Bob Burg of Burg Comunications,Inc is author of EndlessReferrals: Network Your Everyday Contacts Into Sales, Winning Without Intimidation and The Success Formula. Check out his full line of books, ebooks and CDs from which everyone can grow and prosper at his online store. Bob also publishes a wide-acclaimed free weekly ezine, Winning Without Intimidation. Subscribe here.

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