This content was created by Christian Polk. This content was uploaded by Christian Polk. This is a YouTube reaction video titled "Reacting to Shelby Sapp Handle a 'Think About It' Objection" (created 2026-01-23). The excerpt is a diarized discussion with multiple speakers (labeled SPEAKER A–D) role-playing and commenting on sales objection-handling techniques. Speakers A and B role-play a prospect saying "I need to think about it" and demonstrate a "fake time" / calendar-invite tactic to secure a follow-up. Speaker C (and D briefly) critique that approach and recommend an alternative: pause, ask calm questions to surface the true objection, avoid giving an easy out, and focus on whether the objection is about time, money, or value—advice aimed at high-ticket sales contexts.
Chapters
I just need to think about it. I need time. Just give the whiny baby what he wants. If they get the candy, they stop crying when a client tells you I just need to think about it. I need time.
Give him time, but give them fake time. It looks like this 100. I don't like to rush a decision. I'm the exact same way.
How long do you need? Probably like a week.
Well, let's double it. I'll give you two weeks. I'm pretty busy for the next two weeks, so I can either do X time or Y time, which works better. Why?
Time.
Awesome. I just sent over a calendar invite. That way you can save the time in my schedule.
Oh, that's awesome. Thank you so much. Now I don't feel the pressure to.
Buy from you right now and I'm.
Way more likely to open up.
Let me tell you a secret that was actually a fake follow up. You're about to close the deal on the motherfucking call. Looks like this.
Awesome.
Yeah, no pressure. I'm excited to talk to you in a couple of weeks. Ben, before you go, what is it, I guess that you wanted to go over in your mind. That way I can have all of the information prepared for our next call. That way we make sure both of our times are well spent on that call.
Okay, so this is basically just the girl boss version of Jeremy Minor's diffuse to think about objections. And again, I worked for Jeremy for over two years. Like I've used this diffusal, especially when you're talking about like high ticket sales and different things like that. What I noticed when you book a call, you're giving people an easy out and they'll keep on like pushing for.
Like, oh, but we have the call.
But. But we have the call book. I don't want to give them the easy out. You can diffuse and get them to be open without giving them an easy out. So what I'll do instead, instead of just booking a call, just take a second, drink a little bit of water. Like give them like five seconds. They tell you need to think about it. Allow them to sit. Because like, what's happening? Somebody gives you an objection oftentimes, especially if it's fear, they're in fight or flight. So you just want them to actually be able to slow down a bit after you drink some water, you're just going to flush out the objections. Okay, no issues. Just so I can send over the most relevant information. What do you feel like you need to go over in your mind? Just to see if I can help. And again, say it slow, say it calm, say it collected. And they'll give you what the objection is. That way you're not giving them an easy out and you still get everything that you need. And you handle the objection. It's either time, money or value. So stop booking calls. When they tell you they need to think about it, just go for it. Especially in the high ticket space.
