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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”
Response One:
“_________, 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?”
Response Two:
“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?
[If Yes]
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…”
Response Three:
“__________ 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?”
Response Four:
“_________ 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?”
Response Five:
“_________, as you think about the reasons for either moving forward with this or not, I also want you to think about this:
“How much has this been costing you each month by not getting it fixed?”
AND
“And tell me, how much time do you and your team spend on this each week?”
AND
“And how much more money could you (and your company/sales team/family) make if you finally found a solution that worked?”
AND
“And when you think about all the time and energy you’ve already spent thinking about this, how much has THAT cost you so far?”
AND
“And if you continue to procrastinate, how much more do you think THAT will cost you?”
AND
“If you went with our solution and it worked for you, how much would you save/make?”
THEN
“As you can see, continuing to “think about this” has done nothing to fix it and it has only cost you time, money and energy! So why don’t you finally DO something about this today and starting reaping the rewards right now. Here’s what we need to do….”
Response Six:
“I understand that you’re not quite ready to decide on this. Out of curiosity, what factors do you still need to consider?”
AND
“And what kind of proof would you need to decide to go with us?”
AND
“And what else might hold you back from doing this with us?”
Response Seven:
“If there was one thing that would get you to say yes on this today, what would it be?”
Response Eight:
“__________, generally whenever I tell someone I need to think about it, one of three things is going on: One: I’m either weighing other options and want to make sure I’m getting the best deal, or Two: What I’m looking at just doesn’t fit exactly what I need so I want to keep looking, or Three: It’s too much money….
“Which of those three things is happening for you right now?”
Response Nine:
“_________, how much is a new customer worth to you?”
[Listen carefully]
“And do you think what we’re talking about here will bring you enough customers to at least pay for this?”
[If No, then they aren’t sold on your solution, and you’ll need to build more value]
[If Yes]:
“Then there is no downside here for you and each additional client will simply make you money. So let’s do this: let’s sign you up for our introductory offer, and once you see how this WILL make you money, we’ll adjust your subscription to make you even more…”
Response Ten:
“________ tell me two things: Why would you NOT do this, and why would you DO this with me?”
[Hit MUTE and let them talk…]
These rebuttals will work in a variety of situations if you take the time to customize them to your product or service, and then use them consistently. Ultimately, what you’ll find is that if you can get past this smokescreen to the real reason they’re not moving forward with you, then you’ll have the chance to either build value or clarify something they either don’t understand or misunderstand. And once you do that, you’ll finally have a shot at winning their business.
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