Sabri Suby breaks down how to handle "I need to think about it" by treating it as a stall and probing for the real objection. Ask what part they need to think about, narrow to price, then use a 1-10 scale to find what moves them to yes.
The biggest objection that you guys are going to get every single day, bar none, is that they need to think about it. And the only thing that I tell you is as soon as somebody tells you that they need to think about, they need to think about it. The whole thing about it is that they essentially telling you I have an objection in my mind that I am not comfortable telling you. That is the only thing they're telling it I need to think about. It is not an objection, it's a stall. Right. And for you new guys, do not be afraid of actually probing, diving and probing. Diving and probing to find out. And the very best thing to say them. Awesome. Most people do need to think about it. What part of it is that you need to think about? Like it's a sidestep with the jab and then immediately the real objection comes out. Yeah, I just need to think about whether or not I can justify spending 3,600 bucks a month for six months. Oh, no, no, this is not a six month deal. This is a 12. You need to justify how you're going to do that for 12 months. Right. Because that's just how long this thing takes. Oh, there's contract, is it? And then I'm in. I'm start to really doing the objection handling. Right. But that needs to be and go over that even more. So Andy, in the role plays in the morning is that I need to think about it. Just needs to be bang immediately. Yep. Look, no problems. I get it. Most people do need to think about it. For you, what part is it that you need to think about? Oh, it's mainly the price. Awesome. What part of the price is it that you're trying to wrap your head around? And then again, I'm just diving and probing. I'm just trying to find out what it is. And then if they're being a little bit cut off, like, oh, look, I just need it and they're not really giving you much. Look, I get it and that's fine. Right. That you need to think about it. Most people do need to think about it. But just to shoot me straight, like on a scale of 1 to 10, where are we sitting in terms of, you know, 1 is you wouldn't go ahead even and I gave it to you for free. And 10, you're ready to roll tomorrow. Where are you sitting at right now? That is a question that must get an answer. I don't know. Well, sure. Is it like a 6? Are you at a 4? Are we at a 10? Like are we good to wrap this up. Just need to kind of tie up the loose ends. Oh, look, I'm probably at a 6. Awesome. What do I need to do to get you to a 10? That is like the best pulse rate ever on a call in a sales cycle. Find out where you are. I want to know if he's at a three because I need to know exactly that. I haven't done my job right. I obviously haven't built the value if he's not super hot and bothered and excited after incredible opportunity that I've just outlined to him. Hey guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with heysubri in the comments section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe and we'll see you in the next video. 2.
