4 steps to get around “I want to think about it”
How do we get around an objection that makes so much sense like wanting to take time to think about the proposition?
“I want to think about it:”
Start by agreeing with them. It’s important to acknowledge their desire to take time to think things over.
Explain that if the opportunity is truly great, it’s worth taking action on before missing out. Then, ask them what they think the worst thing that could happen is.
Once they’ve framed the worst-case scenario, help them see that it's not as bad as they might think.
Finally, go for the close again.
Remember, objections are a natural part of the sales process. By addressing them head-on with confidence, you can help your prospects see the value in your proposition and increase your chances of closing the sale.
Here are some examples to illustrate how to apply this sales tip:
Example 1:
Prospect: "I want to think about it."
Salesperson: "I understand — taking time to consider important decisions is smart. However, I believe that this opportunity is really great and it’s worth acting on before missing out. Can I ask you what you think the worst thing that could happen is?"
Prospect: "I’m worried it won’t work out and I’ll lose my investment."
Salesperson: "I see your concern, but our product has a money-back guarantee and we also provide extensive support to ensure your success. So, the risk is actually quite low. What do you think?"
Example 2:
Prospect: “I need to think about it.”
Salesperson: "I appreciate that. Taking time to weigh your options is important. However, I do believe this is a great opportunity and worth acting on sooner rather than later. What do you think the worst thing that could happen is if you decide not to move forward?"
Prospect: "I'm not sure if I can afford it right now."
Salesperson: "I understand, cost is definitely an important factor. But, we have a financing option that makes it very affordable with low monthly payments. Would you like to discuss this option further?"
Remember to always listen carefully to your prospect's objections and concerns, and respond with empathy and understanding. This approach will help build trust and rapport with your prospect, increasing your chances of closing the sale.