I hope you enjoyed the videos from parts 1 and 2 of this post.
So how do we overcome the “I need to think it over” objection?
1). Be prepared. Along with the price objection, the “I need to think it over” ranks among the two or three common objections that you will hear. You need to be prepared to handle this properly. Don’t be defensive. Don’t argue.
2). Ask questions. You need to uncover the real concerns. I agree with Annette Lackovic that 99% of the time the real objection is price. But sometimes prospects are either too polite or embarrass to tell you this, so they give you a smoke screen excuse in hopes that you will just go away.
3). Empathize. I agree with Alan Gordon that you shouldn’t use gimmicks or do a close. Forget the hard sale tactics. Most prospects are too sophisticated for that to work these days. You have to be more subtle in your approach. How? By following Mr. Gordon’s approach of agreeing with the prospect, summarizing what he said, and asking questions. Put yourself in the place of the prospect. This could be a major buying decision for him. After all, it’s only human nature that we hold onto our money.
The “I need to think it over” objection is really like most objections we all encounter. By putting ourselves in the prospect’s shoes, and asking the right questions, we can uncover the real concerns and hopefully close the sale.
In part 1 of this post, I shared two videos from sales experts on how they would handle the classic “I have to think it over” objection. Below Annette Lackovic, an Australian sales trainer, suggested that you relax when this objection comes, and ask prospects questions to uncover their real concerns.
Let me “think it over” objection ranks as one of the most common objections you will hear along with the price objection.
But do prospects really need to “think it over”? No. It’s really a stall on their part, because they are still interested in your product or service, but they have some concerns. Your job is to uncover those concerns, reassure the prospect that he is making the right decision, and move forward with the close.
But how do you do this? In the next few videos, let’s see what the sales experts have to say about this, and what they would do.
Dan Boe from The Selling Shop suggests taking an assertive approach by asking the prospect to sign a contract, but with a promise to tear up the agreement in a few days if the prospect does not want to move forward. His argument is by taking this approach, the prospect is either serious about moving forward, or it will allow you to uncover the real truth behind the prospect’s concerns.
Here is his video –
Alan Gordon, author of The Big Book of Sales, argues that this objection is really a buying signal, and that you need to agree with the prospect, paraphrase what he said, and then ask questions to uncover the prospect’s real concerns. He makes the case to avoid using gimmicks and just get to the heart of the issue.