A short sales-training video (by Timothy Schucker) demonstrating a scripted response to the prospect objection “Let me think about it.” The script advises salespeople to acknowledge the prospect’s hesitation, re-agitate the problem, introduce scarcity/urgency by citing possible higher future costs, normalize a firm’s 30-day decision window, and then trial-close by moving to an application (example given in a life-insurance context).
Chapters
Here's how to handle the objection. Let me think about it. This is a smokescreen for the prospect not having any urgency or seeing the value in your product at this point. You would build value, re agitate the problem and build scarcity, which is going to lead you into assuming the close jump right into the application or order taking form. As if it would be illogical not to example life insurance sales. I completely understand this, Jones. In fact, I encourage all of my clients to think about it. The truth is, we don't even know if you qualify for something like this. But the beautiful thing about the insurance company that we're going with is that they understand as someone who's making such a big decision, you need time to think this over. After you fill out an application, they give you up to 30 days to make a decision on whether or not you want to move forward. I've had to carry the burden of someone waiting to make this decision and end up having to pay three or four times more for this kind of thing and end up getting half the coverage just because they didn't go ahead and lock in the rate. Let's go ahead and fill out an application to see whether or not you get approved and then go from there. You said you wanted to list your son as a beneficiary. What was his first name?
