July 21, 2023

How to Overcome the “I Need to Think About It” Objection in Sales

When someone says
“I need to think I about it and I’ll get back to you”
How do you challenge that and get the client thinking that maybe they shouldn’t think about it?

Salespeople often ask me what to do when this happens.
The tired old response of “what is it you need to think about?" doesn’t really get to the heart of the matter.

The real problem is you haven’t found the emotional and rational reason for the client to consider your deal.

Your questioning process has a few gaps
Please note you need to have extracted information from the client that is both factual, like budget, time frame, stretch budget and the emotional reasons.

This information is vital to use when a client says this.