12 SALES OBJECTIONS - I Want To Think About It

Don't you hate getting the I-want-to-think-about-it objection on your sales call? Well, you are not alone, my friend. I'm going to share in this video four steps that keep your client authentically engaged even after they've said that dreaded phrase. I'm Jessi, and I help small business owners sell more and have more sales confidence without feeling yucky or pushy. If you haven't subscribed yet, hit that subscribe button and the bell so that you're notified every time I upload new videos on sales tips that help you grow the sales side of your business with confidence and fun. Now, I've coached hundreds of people through this common sales objection, where it seems like the conversation is done to having a happy new client. So I'm really excited to be sharing these four steps with you today. Okay, so most people just freeze and let the conversation drift to an end when they hear I-want-to-think-about-it from their potential client. But is the call really finished at this point? Not by a long shot, my friend. Stick with me to the very end of this video so that you can find the very natural process taking the conversation to a very different place when you follow these steps to handle this objection. So you're nearing the end of the call, and you know what the client's needs are, and you've gone over the details of your offer, and it seems like you have a match. Great. But what happens when you hear I-want-to-think-about-it? What do you do next? So step one, you want to validate their need and get more specifics. So you can say, great, I totally appreciate that. If you would share with me the one thing that you really want to think about as you step away from this conversation, what would that be? I want to stress here that the goal of this conversation is to build a great connection with this potential future customer. And by slowing things down and asking this question, you're really going to understand where their concern is. You want to set aside the selling at this point and really focus on what they're thinking about. This is not pushy. This is not being inauthentic. It is having a true and genuine desire to understand what is creating a pause in your client's mind. Step number two, you want to listen and ask more questions. Now, when they answer the question on what they want to think about, it's typically one of four things. One is that they're thinking about the price and how they're going to pay for it. Two, they're thinking about the time commitment involved and how they're going to fit this into their busy schedule. Three, they may need to talk to a significant other about this decision. And four, they're thinking about your conversation, the value that you've communicated to them, and if they really believe that this offer is a good fit for them. Now, if they're hesitant for some reason in sharing with you what they want to think about, I always follow up and say, listen, it's really important to me that I don't leave questions unanswered or that I've caused confusion for some reason. So it's really helpful for me to know what you're thinking so I can make sure that there's clarity on all fronts. Now, at that point, they're probably going to share with you what it is that's causing them to pause a little bit. And you want to say, thanks for sharing that. Now, can you tell me in a little bit more detail what's going on that has you wanting to think about that? The reason you ask this again is because you want to get to the deeper levels of why they are pausing, why they are wanting to think about it. It's going to give you a picture from their perspective of what's going on in their life so that you might be able to help find a solution to that concern. You don't want to make any assumptions at all about what's going on. You truly want to hear directly from them what's going on in their life, that they are stepping back to think about this. The more you can get them talking, the more you can understand what's going on that can help you bridge the gap from where they are with their concern to enrolling with you as a new client. Is this resonating with you? Have you ever experienced anything like this at all? If so, hit that like button and let me know in the comments, what's the main objection that you hear on your sales calls? Okay, so now you know what was on their mind and what they wanted to think about. So where do you go from here? Step three, you want to be their trusted advisor. So I like to tell my clients that I see myself as a problem solver. And if they have something that they're concerned about, I'd like to know about it because my job is to try and help and there may be a solution that we can talk through together that would resolve the issue completely. Now, as an aside, this does not mean dropping your price or creating policies that are outside of your normal business operations. But it does mean slowing the conversation down so you can really understand what they're struggling with in trying to make your offer part of their life. As a problem solver, it's your job to see if you can bridge that gap. So in slowing down, asking more questions and really getting to the root of why they were wanting to think about it, it's going to give you a lot of opportunities to understand what's going on and come to a solution with that potential customer. So step four is coming to a resolution. So it's funny as people start to talk through what their concerns are, oftentimes they come up with a solution themselves. So this process of asking questions and having the client talk through their situation will often have them bringing themselves to their own resolution. It's a beautiful thing if you haven't experienced it, but it does happen pretty frequently. They find a way to logic through the situation in their own mind. But if that doesn't happen, we can help break the situation down for them. I often like to say that people purchase something based on emotion, but then they justify that purchase with logic. So as a business owner, it's really important for us to understand the logical reasons why someone would purchase our offer. Do we save them time? Do we save them money? Can we help them make more money? Do we give them peace of mind and reassurance that their end goals are easy to attain? All of these things are very logical reasons why your potential client would want to work with you. So if you can help break these things down to simpler pieces and show your potential clients why it would save them time, why it would save them money, why they might make more money, why they are going to gain that huge peace of mind in working with you. Those are really powerful logical reasons why they want to work with you. And when you break them down into smaller pieces, as opposed to them looking at the bigger overall picture, it really starts to help them look at things in a very different perspective. So if they're struggling with payments, break it down to a per week or per session amount as opposed to an overall price. Or if they're struggling with the time commitment, talk about the end results they're going to in X number of weeks versus the long period of time that they've been struggling with this issue to date. So your job is to simplify, clarify, and show them the ease with which they can move from their current state where they're frustrated and struggling to their end desired state. When they work with you, you can help them do that with ease and confidence. Now you may find at this point of the conversation that their motivation is just not as high and the pain points are not as strong as you had originally thought. And that is okay. Set aside the goal of making a sale today, start to nurture that client, send them your free content, keep them on your email list and nurture them. Because at some point in the future, there's a good chance that those pain points will grow. And if you continue to stay in touch with them, you will become the go-to expert that they turn to for assistance. That means a client down the road. But if they do desire to make a change now and their pain points are where they do want to make a change now, it's our job as the problem solver to slow the conversation down when we hear, I want to think about it and really understand what's going on. So we can help bridge the gap and help the client see the solution right in front of them. So surprise, the, I want to think about it objection gives us a beautiful opportunity to dig deeper and really get to know our clients. And from their perspective, they are going to see that we care and that they can trust us. And we are invested in their future growth. This is so powerful in them desiring to work with us. And it builds a beautiful and strong foundation for a future working relationship. So next time you hear, I want to think about it. Don't let it casually slide by you and don't let the conversation be done. Take your client down a whole new path by slowing the conversation down and just asking a few more questions to really understand where they're coming from. I think you'll see a big difference on your next sales call. And if you've liked this video and it's given you something to think about next time Give me a like subscribe and hit that bell and friends. I look forward to seeing you next week with more sales tip that keep you out of the pushy and pressure filled sales zone. I'll see you next time.