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You’ve been there before. The conversation feels like it’s going well, the connection seems solid, and then, just as you’re expecting a decision, they hit you with it: “I’d like to think about it.”
It’s the ultimate sales cliffhanger, isn’t it?
But here’s the hard truth, when you hear those words, your deal is already slipping away.
Most people treat “I’d like to think about it” as a polite delay tactic, but it’s much deeper than that.
It’s a signal that trust hasn’t been fully established.
Somewhere in the conversation, your prospect didn’t feel safe enough to tell you the truth about what’s really holding them back.
So, how do you stop this silent deal breaker from derailing your conversations?
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Stop Treating It Like an Objection.
Most salespeople hear “I’d like to think about it” and immediately go into objection-handling mode.
They try to convince, push, or even guilt their prospect into making a decision.
But the truth is, resistance isn’t something to overcome, it’s something to understand.
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Diffuse the Pressure.
When you hear those words, your first instinct might be to panic or push harder.
Instead, take a deep breath and lower the pressure.
Say something like, “That’s not a problem at all.
I understand this is an important decision.”
This simple acknowledgment creates a sense of safety and opens the door for a deeper conversation.
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Get to the Truth
The real reason behind “I’d like to think about it” is often hidden beneath the surface.
To uncover it, ask a gentle, open-ended question like, “What’s on your mind that you feel you need to think about?” or “Is there something I haven’t addressed that would help you feel more comfortable?”.
These questions invite honesty without making your prospect feel cornered.
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Shift the Focus to Their Problem
Instead of diving into more details about your solution, bring the conversation back to their pain points.
For example, you might say, “Let’s revisit what’s most important to you… What are your thoughts so far?”.
This helps them reconnect with the urgency of their situation and see the value of moving forward.
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Let Go of the Sale
Ironically, the best way to keep a deal alive is to stop chasing it.
When you let go of your agenda and focus on creating trust, your prospect feels it.
They’re more likely to open up, share their concerns, and ultimately make a decision that feels right for them.
The phrase “I’d like to think about it” doesn’t have to be the kiss of death.
It’s an opportunity, a chance to slow down, build trust, and uncover the truth.
And when you approach it with curiosity and empathy, you’re not just saving the deal.
You’re transforming the way your prospects experience selling.
Related: Stop Pitching, Start Listening: The Secret to Winning More Clients
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.