No matter what type of sales you are in you will most definitely hear “I am going to think about it” somewhere in your Sales Journey.
The Think About It objection oftens causes many a Networker to stumble on their words.
Of course sometimes the buyer actually does have to think about it. But considering that only 15% of people have a Left Brain personality, the chances are they are probably making an excuse.
The best way to get over the dreaded “Think About It” objection is to avoid it all together.
How can you avoid the Think about it objection?
Remove the phrase “What did you think?” from your vocabulary.
This statement immediately sends the consumer to the left side of their brain and often results in the “I will need to think about it” objection.
So what do you ask?
“How did you feel about the information you saw?”
Since 85% of buyers purchase because of an emotional response doesn’t it make more sense to ask them how a product or pitch or service made them feel?
If they STILL need to “Think About It” here are the 3 most likely reasons they’ve responsed that way.
- You said something that confused them so they feel
they need to now research it to clarify before they
can make an informed decision
- They don’t like the product or it’s not what they
thought it was
- They are concerned with the price
So a great response that we found that works extremely
well is simply this:
“I want to think about it.”
“Sure no problem, but before you go may I ask something?”
(Get their approval before continuing)
“I have been in sales a long time and usually when someone says they have to think about it… it means one of three things; either there is a problem with the price, the product or it is something I said or did. Which one of these is it
Most times the customer will appreciate your frankness and it will often ease them because you respectfully allowed them to get the real reason off their chest.
Try this method out next time you hear the dreaded words…
“I’ll have to think about it…”
[In order to get objections you need leads to call]
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