How do you currently handle it when your prospect gives you the stall, “I need to think about it”? If you’re like most sales people, you might give a wimpy, half-hearted response and then ask when you can call them back. That doesn’t feel too good, does it?
Let’s face it, whenever you get this objection – or any other stall that is similar to it like, “I need to wait until next week/month,” or “I’ll get back to you it,” – you know as well as I do that it means your prospect isn’t sold and will probably not move forward with you. If you don’t believe me, just look at your won/loss rate when you get this objection.
The way to handle this, then, is to deal with it when it comes up and get your prospect to reveal what is REALLY holding them back. The truth is, this objection (like so many) is usually just a smokescreen hiding the real objection…
Use any of these rebuttals to get your prospect talking to you, to get them to reveal what is really holding them back, and then maybe, just maybe, you’ll have a chance to close the sale.
“I need to think about it”
“_________, obviously there is something that either doesn’t make sense to you, or you need to check on something, I’m not sure. But procrastinating on this won’t help make this decision easier for you. Let me ask you this: What proof do I need to give you right now that this will work for you, to help you make that decision?”
“You know ________, whenever someone tells me they have to think about it, it’s usually because the price isn’t exactly where they would like it to be – is that part of what you need to think about?
Thanks for sharing that with me. Let me tell you why we price this the way we do, and what you get for that pricing…
[Break down each part of your product/service and justify/build value in your price. When done]:
You see _________, you get what you pay for with this and then some. Let’s go ahead and put this to work for you so you can start enjoying the benefits today…”
“__________ I understand that thinking about it might make sense right now, but help me to understand something – what exactly is holding you back from this today?”
“_________ let me ask you: if I could email you right now testimonials from other clients that describe how much success they’ve had with this program, how much of a difference would that make for you right now?”
[Listen carefully here. If this won’t get them to move forward, then]:
“Then, please, I love to learn, what specifically is holding you back from deciding on this today?”
“_________, as you think about the reasons for either moving forward with this or not, I also want you to think about this: