“I Want to Think About It” – Ten New Ways to Handle it!
by Mike Brooks
I know, we’ve already been through this objection, but sales reps always want more input on it so here it is:
The bottom line is that when someone says they want to think about it, it means they aren’t sold yet. And it could very easily mean that they aren’t sold on your solution, and they never will be because they have something else in mind.
Your job is to either get to that hidden objection and learn what you need to do to overcome it, or get your prospect to reveal why they aren’t going to go with your product or service.
And that’s why you must get your prospect talking. Now here is why this is so hard for sales people: They don’t want to ask because they don’t want to know! Most sales reps would just prefer to let the prospect “think about it” hoping they will somehow convince themselves and buy at some time in the future.
How often does that happen?
What usually happens is that the prospect then disappears at this point, never to be heard from again. And that’s why sales reps dread this objection.
But top producers know that getting their prospect talking at this point is crucial to find out one of two things (and both of these things is a successful outcome):
1) What the hidden objection really is, and so find a way of dealing and overcoming it, or:
2) What the reason is they aren’t going to move on it, and so be able to hang this up as a learning experience and use the lessons to qualify the next lead better.
Let me repeat – BOTH of these outcomes should be considered a success. The first because you’ll learn what you need to do to get a deal, and the second because you won’t start chasing an unqualified lead that will never buy, and you’ll learn how to not create another one in the future.
So the following ten rebuttals to “I want to think about it” are designed to get your prospect talking – and then you’ll be able to decide which category they go into…
[Note: I would be remiss if I didn’t emphasize again that you should have avoided this objection from coming up in the first place by asking this type of qualifying question during your initial call: “And if you like what we have to offer, what would be your timeframe for getting started?”]
Objection: “I want to think it over”
“I understand. Just out of curiosity:
• “Do you understand how the (explain the benefits of savings or making money here) work right?”
• “And do you understand what we mean when we say, (stress any warranties guarantees or customer service options) here, don’t you?”
• “Then while we’re on the phone together, what other questions do you have?”
“Then just to clarify my thinking, what part of this do you need to think over?
“Are you going to be thinking over the (name two or three benefits) we spoke about today or about whether or not this solution is the right fit for you?”
“I know I’ve given you a lot to think about today, do you mind me asking what part of this you’d like to think over?”
“I understand, and I’m sure you’ve got other options to consider…do you mind if I ask how we’re stacking up to what you’re also looking at?”
“__________, it sounds like you’re probably considering other options as well – do you mind if I ask who else you’re looking into?”
“And how do we stack up compared to them?”
“__________, besides yourself, who else would be weighing in on this?”
“I totally understand, many people I speak with want to consider all their options before making a decision. Tell me, who else is in the running for this?”
“That’s no problem. Level with me, if you would, what would be holding you back from saying yes right now?”
“And is this even a realistic option for you?”
“And as you think about it right now, what would be the major reason for not moving forward with it?”
“I understand – not everyone I speak with is ready to move forward with it right away. Quick question:
“What would you need to see here for you to say yes to this?”
As you can see, all of these responses are geared to get your prospect to reveal what it’s going to take for you to get the sale – and some are also geared to get your prospect to reveal why there will never be a deal.
Again, either way you win.
Check out Mike’s Award Winning “The Complete Book of Phone Scripts,” which is packed with word for word scripts and techniques that you can begin using today to make more appointments and more sales. http://www.mrinsidesales.com/scripts.htm
Copyright (c) 2015 Mr. Inside Sales