How To Handle I Need To Think About It Sales Objection Script

Hey everybody, Toby Potter here, the Unshakeable Investor. Monday morning, 7 o'clock. What a weekend! I hope everybody had a great weekend. Beautiful here in Dallas, Texas. Um, it was amazing. But we're right back on schedule for our sales overcoming objection training. Today we're going to talk about from 'let me think about it' to 'where do I sign' in 10 minutes. So with that, let's get started. I know you guys got a busy day, but here's Monday morning, here's your lesson. But you guys have got to go out there and make those calls. Use this tool today to make history. Let's be honest, if I gave you a dollar every time you heard 'I need to think about it,' you'd probably never have to work again, right? You do the call, you share the value, you answer the questions, and then that one line, "Yeah, I just need to think about it," pops up. Today I'm going to show you how to turn that moment from the death of the deal into the beginning of "Where do I sign?" So in the next few minutes, I'm going to give you one simple shift and a script you can use today to flip "think about it" into a real decision. So stay with me. Here we go. Let's reframe "think about it." First, hear me. "Let me think about it" is not the truth. And that's one thing you have to remember. It's a cover. People only say it when they're not fully convinced work for them. They're scared of the money, or they're scared of change, or they don't want to tell you no to your face. It's just a cop-out. So they escape with the polite sentence. And if you treat it— I need to think about it— as final, you lose. If you treat it as a signal, you win. And that's what you have to understand. It's a mind shift change. Think about it. Doesn't mean no. It means I don't feel safe enough to say yes yet. So the core shift is from answering to leading. Most salespeople hear that line and start begging. What if I give you a discount? What if I throw in this bonus? And they start chasing the deal and they sound desperate. Instead, I want you to lead. Stop thinking, how do I convince them? But start thinking, how do I help them be honest with me? Because the moment you get to the truth, you can get to the decision. Here's the one sentence that changes everything. Totally fair, but usually when someone says, I need to think about it, there's one or two specific things they're still unsure about. Let me ask you real quick, a real quick question here. This is the two-door question. After that, use what I call the two-door question. You say, is it more that you're not 100%, 100% sure this will work for you, or is it more that you're not sure how to make the money work right now? That's the truth. And then shut up. Wait. Because that's what's so powerful. Because you turned a foggy, vague, I want to think about it into two clear doors. Will it work? Which is trust and belief. Or can I pay for it? Money and logic. This is what you have to clear up. Once you know which door is real, then you can lead. If it's a trust result objection, then you need to say, if I say I'm not sure it will work for me, then you respond. Totally get it. You don't want to go throw good money at something that doesn't move the needle, and I understand it. So let's zoom out. Based upon what you've told me, if we fix the problem and you're at your goal in 6 to 12 months, would this feel like a smart move or a mistake? Then let them answer, and then The only real risk is staying exactly where you are, right? My job is to walk you from where you are today to where you said you want to go. Do you want to stay here, or do you want me to help you get to where your goals are? Now, if it's a money objection, and if they say, honestly, it's the money, I don't know if I can pay for And come back with this: I respect that. Most of my best clients say the same thing before they ever got started. So let me ask you, how much is it costing you each and every month to stay stuck where you are? And miss deals, stress, time you can't get back. Let them feel that. And then— so the real question isn't, can I afford this? The real question is, Can I afford not to fix it? If we can find a way to make the numbers workable, are you ready to solve this problem today, right here, right now? Here's what I want you to take from this. Let me think about it is not the end of the conversation. It's the beginning of the real one, of the truth, of the foundation of why they're there. From now on, when you hear that line, I want you to smile inside, internally, and think, good, now we're finally getting honest. And then you run the play. Normalizing, totally fair, call it out. Usually when someone says that, two-door question: is it more about the work or more about money? And then lead them into real decisions. Not a polite escape. Now, if this has hit you and you know you've been bleeding deals at the think about it stage, here's your move. Drop the word sign in the comments or DM me the word, and I'll send you a think about it flip script and details on my next deeper training where we will rebuild your objection handling So more people move from, let me think about it, to where do I sign right now? You are one conversation away from completely having a different income. Lead them each and every day from there. Hey, this is Toby Potter, The Unshakeable Investor. I'll see you tomorrow morning.