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Probably one of the most common objections you will hear is “Let me think about it.” This is a dangerous objection because it doesn’t always seem like an objection. When someone says, “No” that is easy to recognize. However, if you have been in sales for a while, you know that “Let me think about it” and “No” are pretty much the same thing. The key is understanding how to rebuttal this objection.
The most important thing when confronting this objection is to initially agree with the prospect. If you jump right in and say something aggressive that makes it seem like you will not allow them time to think about it, they will quickly become annoyed with you and end the conversation. Here is the proper way to confront this objection:
Customer: This sounds interesting, let me think about it.
You: Of course, I would never want you to make a decision with which you were uncomfortable. I will be back in this area next week on Friday, would you be around in the afternoon if I stopped by then to answer any remaining questions you have after thinking it over?
Customer: (Thinking they are about to get rid of you…) Sure, that works for me, see you then.
You: Great, I am looking forward to seeing you next Friday (now turn as if you are about to walk out and then turn back around and say…) hey, one quick thing so I can be prepared for our meeting next Friday, what would you say is the main part of my proposal that you are carefully considering? Is it the value proposition, the pricing or something else?
Customer: (surprised and having let their guard down) The real issue is…
You: (now that you have the true objection, you can either agree to come back if it is a legitimate reason or push forward and overcome the objection right now.)
I hope you enjoyed this short post on overcoming the most common objection in sales.
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