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When a prospect says they need to think it over, they usually mean something else. Ask what they'll think about to find the real objection, whether it's budget, timing, or doubt about the solution itself.
When a prospect says they need to think it over, they usually mean something else. Ask what they'll think about to find the real objection, whether it's budget, timing, or doubt about the solution itself.
How do you handle the objection? I want to think it over. First of all, you got to understand that's not a real objection. How many times do you tell a salesperson, hey, I need to think it over? Do you really go home for three or four weeks and, like, really think it through? Unlikely. So you got to realize the prospect is not going to really go think it over. The first thing I got to do is let their guard down. Yeah, sure. That's not a problem. You get back to me down the road on this. What's your time frame on getting back to me in the next day or two? Just to see if I'd be available for you. I have no intention of meeting them two days later. I'm getting them to let their guard down. Then you book an appointment, let's say two days later. And then let's say you're on the phone now. Hey, before we jump off the phone, what were you wanting to go over, you know, in your mind? Just so I know what questions you'll have when we talk on Thursday? Well, you know, I just. I'm not sure about. And they'll start to tell you the concern, or they'll be like, well, it's just a big decision. I'm not sure if we have the budget for it. Well, now I know what the real concern is.
