Matt Ryder shows how to kill the "I need to think about it" response before it starts. Have prospects say "I want it, I need it, I need it now, and why?" three times, then ask why each time. When they speak their own reason aloud, urgency sticks and the pitch becomes easier.
You're killing most of your deals before you even get to the pitch. And if you're someone who's getting a lot of "I need to think about it" or these like nebulous kind of lack of urgency type things, then what's happening is that you're just not getting them to see the ultimate cost of their inaction. A really easy tip that I get people to do is that before you pitch, I want them to say, "I want it, I need it, I need it now, and why?" 3 times before you pitch them. So it's like, "I want to achieve this." "Oh really, now or later?" "Now." "Okay, why is that?" Okay, that's it. That's all you have to do. You want it now? "I want it, I need it, I need it now." And then if you can get a reason behind all that, the better. Because when you get a reason for something, it solidifies it as their idea. Okay, and so it makes it more powerful. But if you do that, say, 3 times with those simple questions beforehand, at least you've done a good enough job of having them understand that like they need it, they want it now. The now puts the urgency on it, and then it'll be a much easier job when you actually get to your pitch, assuming you don't totally fuck it up from there.
