One of the most common objections in sales is, “I need to think about it.” This is often an automatic response, a generic phrase people use to buy time before deciding. But if you do it right, it can extend the dialogue and move the client closer to a decision.
Understanding the Hesitation
The phrase “I need to think about it” can be triggered by:
- They are in a hurry and do not want to be involved in a discussion.
- They need some time to consider their options.
- They have doubts or lack the information required to make a decision.
- They require the opinion of a husband, a wife, a partner, or another person who can help make the decision.
The key is to dig deeper. When someone tells you they need to think about it, don’t let the conversation end there. Instead, ask: “What exactly do you need to consider?” This question makes them specific on their problems, allowing you to solve them immediately.
Reconfirming the Benefit.
Oftentimes, people’s skepticism is based on the fact that they are unsure how you will benefit them. When you are faced with an objection, you should try to:
- Restate what you are offering and why it is the best solution for their problem.
- Explain how your offer matches their objectives and concerns.
- Provide additional information, including success stories that support your position.
One effective way is to ask, “On a scale of 1 to 10, how much do you want this solution?” If they say it’s high, it’s desire, but they may lack knowledge or fear. If it’s low, it may mean there is a mismatch in requirements, or it could be used as a chance to explain further.
Guiding the Prospect to Action
After identifying the real fear, the next step is to lead them to the decision. Here are some strategies to move them forward:
- Give them quick and easy information: Give them a resource, an article, a video, or a book chapter they can get from you in less than 30 minutes.
- Ask Them to Come for a Strategy Session: Give them a step-by-step plan, such as a meeting or any event where they can experience what you can offer them.
- The Ask-Tell-Ask Framework: You first ask them what makes them hesitate, then tell them how your solution will handle that problem, and then ask them to decide.
Stop Playing Small
If you think your product or service is valuable, there is no need to settle for an objection. When prospects are hesitant, they tend to lack self-confidence, not your product. It is your job to assist them in solving this problem by offering them information and a plan of action.
Sales isn’t about force or pressure; it is about meeting needs. The next time you hear, “I need to think about it,” look at it as a chance rather than a threat. This way, you will be able to understand their hesitation, remind them of your value, and try to get them to act.
