One of the oldest and most used smokescreens put up by potential customers is the “I need to think about it” objection. Many sales representatives struggle with this because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
Unfortunately, what many of you have found out is that your prospect actually is saying no — he is just saying it in a way that makes it difficult for you to handle it. Well, that will end for you today when you know what to say.
No, yes or maybe
The following five scripts were taken from my new book of phone scripts. I encourage you to begin using them whenever you hear this line:
Brad, whenever I tell someone I need to think about it, I usually mean one of three things: I’m not going to be a deal for whatever reason and I just want to get them off the phone; I kind of like the idea but I’m going to have to find the money or talk to my partner, or something else is holding me back; or I really like the idea, and I just have to move something around before I say yes.
Be honest with me, Brad, which one of those things is it for you right now?”
Susan, I may have given you too much information on the warranty (or pick another part of your product or service here), is that what you need to think about?” (Now use your mute button and let them tell you what they are going to really think about.)
You know, David, if this isn’t for you, I’d rather know right now — believe me, you won’t hurt my feelings. Tell me, where are you leaning right now? (It is always better to get this objection out of them early.)
Andy, let’s face it — you’ve already been thinking about this for a long time. You know you have to make a change or nothing else will change with (your operating system, your results, etc). Thinking about it more won’t fix things for you — only making a decision will.
You like this, and you’ve already told me it would work for you. So let’s do this — go ahead and put me/this solution to work for you now, and if you change your mind later, you will still get the benefit that you have acknowledged you need. Here’s what we need to do to get you started...”
Betty, what I’m hearing from you is essentially a no — and that’s all right. As a sales rep, I hear that all the time and it doesn’t bother me. It just means I haven’t yet explained the value proposition right. Tell me, what would it take to convince you that this would be a good idea to move forward with, and please be honest with me.”
By using the scripts above, you will see if your prospect really does need to think about it, or if he is blowing you off. Believe me, you want to know now so you can save yourself weeks of chasing and begging for a deal that will never close.