Christian Polk critiques a sales script that responds to "I need to think about it" by offering to follow up later. The problem: it gives the prospect two easy outs instead of flushing the real objection. Better approach is asking directly what they need to think over, to find out if it's actually time, money, or value.
Chapters
I need to think about it. No, they don't. When someone says this to you on a sales call, I want you to say the following. Absolutely. I never want to work with someone who's not 100% confident that this is exactly what they know they need to get the results they're looking for. So you tell me, when would you like to book a call? I'm looking at my calendar right now. I have an opening for tomorrow at 6pm Is that enough time for you? Yeah, that works amazing. So I'm going to go ahead and add that to the calendar right now. Let me know when you receive that invite. While I'm doing this, if you can kind of tell me a little bit more about what it is that you're thinking over or what you're trying to mull over in your head just so that I can be the most prepared for tomorrow's call. So what are you still kind of thinking about or what are you not sure about?
Ok, so there are some good with this, but there are also some bad. Let's start with the good. She's doing a good job of, number one, not accepting. I need to think about it as an actual objection. We're flushing it to something real that you can handle. There are only three objections. Time, money or value. So if they tell you something that's not time, money or value, it's not real. The issue when you frame and you disarm this way is you're putting obstacles in your way that just don't need to be there. The two obstacles that she puts in her way when she diffuses and puts things to the side is number one, I don't want to work with someone who's not 100% confident. Now this is a threshold that if the person she's talking to, for whatever reason, they can only get to 99% confidence, they get themselves an easy out on why they shouldn't go ahead and move forward. Also number two, now this is specifically in a high ticket coaching environment, less so, like B2B. When you book a call, it also gives them an easy out. So when she's diffusing, she's giving them two easy outs, which is just going to give you a less likelihood of actually being able to overcome the objection on the call. There's no need to do this. You still want to diffuse and you still want to flush out the objection. Just doing it much more simple, straightforward way. That way you don't give them ways out. Do something like this, okay? No issues. Just so I can send you over the most relevant information. Like what do you need to go over in your mind just to see if I can help? Simple, straight to the point. I'm not giving them easy outs, but I'm still diffusing. I'm calm, and I flush out the true objection. Once you get the true objection, then you go ahead and handle it. Hopefully that helps.
