Clients Say, “Let Me Think About It.” And You Say, “..."

so are you ready to place an order today uh i don't know i'll think about it uh well i mean it's a it's a very very good deal still not quite sold on it um is it okay do you need more information maybe i can email you some more information would that help yeah if you can email me that'd be helpful yeah so i can email the information and can i call you back maybe let's say two weeks from now to to follow up and see if uh you may be ready by then yeah i

mean that sounds good to me yeah okay and the email address we have on file that's okay right yeah that should work okay okay then i'll i'll call you back in like two weeks and i'll send you the email today okay thank you oh thank you thank you so much how many times in your life when you're on a closing call in a meeting and your prospects say to you i want to think about it or send me some more information what happens you never hear from them again it is a [ __ ] lie

prospects lie all the time when they say they want to think about it that's not actually what they're saying what they're actually saying is one of these three things first one is i don't have the money but they don't want to admit it so what do they tell you they lie to you they say well let me think about it or let me get back to you they never get back to you they never call you back when you're on the phone with a prospect one of these two things happened either you're closing them why

they should buy or they're closing you why they shouldn't buy right now make sense so the second thing what they're actually saying is well i don't see the value when they say they want to think about it what they're actually saying is yeah you have presented your offer but i don't see the value of this and that's why they delayed itself there's a reason why they are on the phone with you in the first place number three when they say i want to think about it what it actually means is i don't see the urgency

why i should buy right now why should i buy right now as a closer you have not shown them you have not presented the value you have not articulate the value you have not instilled that urgency why they need to buy right now and that's why they don't buy and you let them get away with that excuse that let me think about it so when clients they say well let me think about it what should you reply how do we handle the objection if you handle the objection the way that i just handle it you're

gonna lose that cell i have already lost that cell there are two ways you can handle this comment below and pay attention the first way is what i call pre-framing before you go into any sales meeting before you get on any sales call you can say something like this well mr prospect the purpose of this meeting today or the purpose of this phone call today is to determine to see if it's a good fit for you and i to work together by the end of our conversation there are three things that you could say to

me first thing you could say is a yes and you and i think it's a good fit and we're going to move forward and we're going to do business and that's fine that's good the second thing that you could say to me it is a no and i want you to know it's perfectly okay to say no to me the third thing that you could say but that i don't want you to is i want to think about it because i've been doing this for a long time and usually when people say they want to

think about it what they really mean is a no i would just prefer just tell me a strict no no hard feelings whatsoever so before we get started before we proceed can we make a simple agreement you're only going to tell me one of these two things either yes or no is that fair what have i just done there i pre-framed the entire conversation now at the end it's very very very difficult for them to say no and i've taken the pressure away and give them the permission it's okay to say no to me if

we're not going to do business if it's not good fit it's perfectly fine so that's pre-framing another thing that you can do is when this comes up at the end when people say yeah that sounds good let me get back to you let me think about it don't be afraid to be direct because prospects lie and they always use smokes and mirrors you want to get to the core you want to get to the truth you don't want to let them get away with this smoke and mirror get the truth as a high ticket closer

as a good closer you get to the bottom line so here's what you do when they say i want to think about it you say you know what mr prospect when people say that to me that they want to think about it what they mean is actually a no you just don't want to hurt my feelings isn't this the case here and people are like what you are so [ __ ] direct you're like you're basically in your legs indirectly saying i don't i don't i don't buy this let's get to the bottom line of

this then you ask them the next question so isn't this the case here you just don't want to hurt my feelings isn't it before i get off the phone mr prospect why did you call me the first place you circle back you circle back finding out about their needs about their pain point and then you go back to the money question again it's the money isn't it it's always the [ __ ] money of course it's the money if money is no object they would have bought right now it's always the money so you ask

them the question it's the money isn't it and they'll be like yeah it's the money it's not within my budget i don't have that kind of money whatever it is then you as a closer now you offer an alternative and a solution now let's just pretend i could finance this for you or let's just pretend we can offer multiple multiple payments you can break this up that wouldn't make a difference would it oh yeah that would help a lot well let's talk about it then you see you get to the core of the problem and

that's how you handle let me think about it it's about your conviction about your certainty remember you cannot help them if you don't sell them if you truly believe in what you offer you surely believe in the value of your products and services what do you need to do you need to have to believe that you are morally obligated to close them to sell them because deep down you know when they walk away from this conversation you'll never hear from them again their lives won't be changed the business won't be changed they will stay stuck

in the same way so as a closer it is your job your duty your mission to close them you can't help them if you don't close them food for thought