Timothy Schucker walks through a live sales call where agent Julian handles the "let me think about it" objection from prospect Michelle. He breaks down the tactic: agree with them, set an appointment, then ask if the hesitation is about price or the program itself to uncover what's really holding them back.
Now, in this video, I'm going to show you exactly what to say when your prospect says, let me think about it or I'm going to call you back.
This is all overwhelming. Can I call you back?
Now? Pay very close attention because most people overcome this objection completely incorrectly. I'm about to break down to you exactly how my business partner overcame this objection and how you can replicate it for yourself to close more deals. So first you want to agree with the prospect and set an appointment is all overwhelming.
Can I call you back?
Yeah, absolutely. I don't know if I'd just be available for, for you to just call me back just because of my schedule. What I could do is set an appointment for us to get together and we could kind of go from there. Would that help?
Now, most agents will say something along the lines of, well, why do you need to think about it? Which immediately puts your prospect on the defensive. The reason that you want to set the appointment and agree with them is because now they let their guard down because they think that they're off of the hook.
While I'm getting this pulled up, are you more of a morning or an afternoon person?
Evening person.
Evening. Even better. My favorite time of the day. Would, would later today or sometime tomorrow work better for you?
Probably tomorrow.
Probably tomorrow. Okay. And then I guess I could do either 5 or 7 o' clock your time. Which one of those would work better for you? Michelle on Thursday? 5.
Okay. Is the time going by that quick already?
No.
The days go by faster and faster every day. It's like absolute madness.
There you go. So now that the appointment is set, here's where the magic happens. So after you set the appointment, you're going to say, perfect. And just so I know what to go over on our call on Thursday, did you have questions about the price of the program or the program itself? Now watch it in action.
Okay. And then just, just so I know what, what we need to go over on our call on Thursday and, and what questions I. I need to be prepared to answer. What was it that you were curious about? Was it, was it the price of the program or was it how the program worked?
The price and how it worked.
Now, by doing that, Ms. Just revealed to us what the true objection is. She doesn't even really understand what we're doing for her or why we're doing it.
And so I guess, what questions did you have? I might be able to just answer them for you now.
But you know, to be honest with you, I don't even remember filling out Anything.
Okay, so now we just got a completely different objection. She doesn't remember filling it out. She needs to think of all these different things. This is what we call objection hopping. Now when this starts to happen, this is when you know you're getting closer to the root objection. She's throwing random things out there because she's afraid of making a mistake. So what Julian is about to do is overcome that objection that she just threw at him and. And then work on overcoming the root objection, which is that she doesn't even understand what he just proposed for her to do.
Gotcha. Yeah, this was for the. That form you filled out through Zoosurance. It was the funny looking guy on Facebook and he talked about the life insurance programs where you could save some money and get some extra coverage. And then it was that second funny looking guy who was wearing the blue polo with the whiteboard. Did you see that?
I can't remember. I don't remember.
No worries. I don't sit around thinking about this kind of thing either. The current questions that you said you had about the program, you said there was about the price and about the amount of coverage as well. The program that I'm looking at right now is only 2575amonth for 5000, which is half the price of that program with you that you got. But it's the same amount of coverage. If we were able to get you the same amount of coverage for half the price, would that be helpful?
Yeah, but what would that. Which you could tell me what company would that be?
Yeah, just to.
Good price to pay for insurance.
Yeah, this, this would be. And so because I work with them, I could get that coverage added on for you. So you could not only save that money like you were talking about, but also give that extra coverage behind for a. To help be his guardian angel. So that would all be through. And I know you've been doing business with them before. You said you already have a policy for them, correct?
Yes.
I mean, if it would help, what we could do is we could submit an application for the 5000 for the 2575 to see if you get approved, see if they'd accept you to add on some coverage. And if so, and then we can go ahead and I can help actually help you get that policy canceled as well so you can end up saving some money. Would that help?
You couldn't go ahead and go through with them?
Okay. Yeah. I'm just going to have to confirm some information with you just to make sure that we can add that on for you. Give me one moment here, okay, Miss?
Okay.
And that, ladies and gentlemen, is how to overcome the objection. Let me think about it. Agree, Set the appointment and then address the root objection. Now, if you want to learn how to use storytelling in your sales process to close infinitely more deals and tap into your prospect's inner psychology, then click and watch this video right here where we show you how to do that on a live sales call.
