Handling the "I want to think about it" to avoid the follow-up call

by rundmc56 6 replies
I'm sure this has probably been dealt with in many threads throughout this forum but I thought it might be interesting to hear your professional responses all together in one thread.

So let's say your're calling on the phone or in person. The prospects gives you the usual "call me back in a week or two because I'd like to think about it" or "I'd like to run it by partner". How do you respond if you really don't want to follow up? You really don't want them in your pipeline. You really don't want to play the the chasing game.

We all have heard sales responses like, "OK, but what's there to think about"? and that may be one way to handle the objection. But what have you used that leads them down a path that gives you a yes or a no right now?
#offline marketing #avoid #call #followup #handling #i want to think about it
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  • Profile picture of the author Jason Kanigan
    Originally Posted by rundmc56 View Post

    I'm sure this has probably been dealt with in many threads throughout this forum but I thought it might be interesting to hear your professional responses all together in one thread.

    So let's say your're calling on the phone or in person. The prospects gives you the usual "call me back in a week or two because I'd like to think about it" or "I'd like to run it by partner". How do you respond if you really don't want to follow up? You really don't want them in your pipeline. You really don't want to play the the chasing game.

    We all have heard sales responses like, "OK, but what's there to think about"? and that may be one way to handle the objection. But what have you used that leads them down a path that gives you a yes or a no right now?
    If this happens, you didn't do your qualifying job correctly.

    First, if they need to talk to a partner (I confess I make this mistake at least once a month because I'm rushing in between coaching calls--the funny thing is that I still pick up at least half of them), you forgot to ask early on in the process, "Before we go any further...is there anyone else who's involved in making a decision like this? Who we should bring into the conversation?"

    Second, if they give you a Think It Over, you let them. You gave them the out. It's all in how you order your process steps.
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  • Profile picture of the author Aaron Doud
    As many are aware I have done most of my selling on inside sales but "think it over" happens to us as well.

    It can mean a number of things.
    1. Yes: Sometimes it means yes. They believe it is the right solution for them but they are afraid that they didn't think enough or look enough. The key here is to put them at ease. In the case of selling RVs I would take a refundable deposit on the camper.

    This works very well on Sat. "Sounds like you believe this camper is the right camper for you but you are not 100% sure yet. What I do in cases like this where a person is 95% to 99% sure is I take a $500 deposit to make sure no one else can buy it. The deposit is completely refundable if you change your mind. You can think about it over the weekend and let me know on Monday if you want to go forward."

    I seldom ever have to refund the deposit. Not even sure if it happens 1 time out of 30 even.

    2. No: yes sometimes it means no and as you get better in sales you will learn how to tell. You have two choices in these cases. You can let it drop and end the process if you think the sale is lost. or if you think you might be able to save the sale you can dig deeper to find out what the objections are. I believe you should always do a little digging just to make sure but don't waste time and piss someone off who doesn't want to buy. If you handle overcoming objections well you will get to a yes or no answer. But some people simply can't say "no".

    Also depending on what you sell consider a take away close. Remember the one who is willing to walk away is in control. Sometimes by ending the sales process you will force their hand and they will try to keep you from ending it.

    3. I don't understand: There are times when they literally need to think about it because they didn't understand it. Probe and learn the objections, i.e. what they didn't understand, and you can still close the sale. Remember if you continue to get the same objections from multiple people you need to address that objection in your presentation.

    4. I don't have the authority to buy: Like Jason pointed out sometimes you don't have the decision maker or the only decision maker. Depending on the situation you may get them to do the refundable deposit. "I understand that your wife needs to comes see this. Do you believe this is the one she would choose?" If yes close it down and get the other decision maker to ok it.

    Of course in some cases you will need to pitch the decision maker in another meeting/phone call. So schedule that up right then and there. "John do you think tomorrow would work to have Molly come up and take a look at it?"

    Depending on what you are selling and to whom you may have to pitch multiple times to multiple people. This is simply how sales works when there are multiple decision makers involved. The key is to get as many together as possible and as soon as possible. Guys who have sold cars before will remember the test drive to the significant other's work.


    The key always to "Think About It" is to make sure which it is. If they mean no get them to say no or overcomes the objection. If they are unsure or not the only decision maker overcome those objections and get the sale. And finally if they truly mean yes which in my world they often do make the sale without them saying yes and give them a no pressure out if they later choose no. Few will take the out if they really mean yes and for certain personalities they need to be closed softly but with you in control like this. Some people simply are afraid to say yes.

    One final point I want to make. If you are on the phone with someone and they say this remember they could have hung up at any time if they truly were not interested. They got to this point so figure out why they are saying it. They wouldn't have listened to you unless they were interested in at least a small way. You may simply have not convinced them enough yet. Seldom will someone gain more interest after you get off the phone so field the objections now.

    Not good at handling objections? Go read some books on selling cars and why not go sell cars for a few months. Nothing beats real world experience and selling cars is where many Sales Professional first learn the art.
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    • Profile picture of the author RimaNaj2011
      Just let them think about it. But it's usually because you didn't sell the value well enough or they don't feel comfortable in you as a business. (most people here are one man shows and don't sell a professional image honestly)
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  • Profile picture of the author patadeperro
    Always create a time sensitive offer, giving them a reason to sign in as soon as possible, remeber add value to the customer without adding a lot of extra work for you example:

    "I will add an email marketing training if you sign in this week"

    Hope it helps.
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    • Profile picture of the author Claude Whitacre
      "I want to think about it" isn't really an objection. It's a sign that you missed something in qualifying.

      Remember the Beanie Babies? The Cabbage Patch Dolls?

      Do you think anyone went to the store...looked at one and said "Well, I'll think about it"? Darn few.

      Why?
      Everyone wants what everyone else wants.
      Everyone wants what's hard to get.
      Nearly everyone wants an Authority to tell them what to do.
      Everyone wants something that was created specifically for them.
      Everyone wants to feel that they got the best deal, because they happened to be there at exactly the right time.
      Everyone wants to be popular, admired, and thought of as smart.

      If your qualifying questions give these impressions, and your presentation confirms these impressions. the client will be salivating.

      Claude's rule #546 "Nobody ever had to think about getting something they were salivating over"

      If they want to "think about it" it means that you were trying to appeal to the rational part of their brain. And you know what? That isn't selling. That's debating. And buying is an emotional experience. That's why most logical closes fall flat.

      "Wanting to buy" is what you are after. That "Wanting" is a deep visceral empty feeling that you want to fill with...something. And buying usually satisfies that "wanting".

      In other words...the prospect was bored.

      "What do I need to do to get my prospect sitting on the edge of their seat?"

      Nobody says "I want to think about it" when they are sitting on the edge of their seat, eyed wide open, pupils dilated, "wanting" what you have.
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  • Profile picture of the author Chris Webb
    If their business is really going to be worth something to you, when you ring back if they're still unsure it might be worth considering offering a "no risk" option - can do deliver part of work for free on a trial basis?

    It could simply be a fear of whether you can deliver on the work promised, so if you can remove ALL the objections (nothing to lose), that may get them over the line ....
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