New Ways to
Handle the “I Need to Think About It” Objection
Your task is to discover what is
really holding them back. There is a genuine objection behind their statement.
Your goal is to discover that objection. Use these rebuttals to get your
prospect talking to you, to get them to reveal what is really holding them
back, and then maybe, just maybe, you’ll have a chance to close the deal.
“I need to think about it”
Response:
“_________, obviously there is
something that either doesn’t make sense to you, or you need to check on
something, I’m not sure. But procrastinating on this won’t help make this
decision easier for you. Let me ask you this: What proof do I need to give you
right now that this will work for you, to help you make that decision?”
Response:
“You know ________, whenever someone
tells me they have to think about it, it’s usually because the price isn’t
exactly where they would like it to be – is that part of what you need to think
about?
[If Yes]
Thanks for sharing that with me. Let
me tell you why we price this the way we do, and what you get for that pricing…
[Break down each part of your
product/service and justify/build value in your price. When done]:
You see _________, you get what you
pay for with this and then some. Let’s go ahead and put this to work for you so
you can start enjoying the benefits today…”
Response:
“__________ I understand that
thinking about it might make sense right now, but help me to understand
something – what exactly is holding you back from this today?”
Response:
“_________ let me ask you: if I
could email you right now testimonials from other clients that describe how
much success they’ve had with this program, how much of a difference would that
make for you right now?”
[Listen carefully here. If this
won’t get them to move forward, then]:
“Then, please, I love to learn, what
specifically is holding you back from deciding on this today?”
Response:
“_________, as you think about the
reasons for either moving forward with this or not, I also want you to think
about:
Get your prospect to consider how
much time, money, and energy has not deciding cost them?
“How much has not deciding been
costing you each month?”
AND
“And tell me, how much time do you
and your (wife, husband, partner, etc.) spend on deciding each week?”
AND
“And how much more money could you
(and your family) benefit from an investment in your child/children make if you
finally found a school that worked for you?”
AND
“And when you think about all the
time and energy you’ve already spent thinking about this, how much has THAT
cost you so far?”
AND
“And if you continue to
procrastinate, how much more do you think THAT will cost you?”
AND
“If you went with our school and it
worked for you, how much would you save/make?”
THEN
“As you can see, continuing to
“think about this” has done nothing to fix it and it has only cost you time,
money and energy! So why don’t you finally do something about this today and
starting reaping the rewards right now. Here’s what we need to do….”
Response:
“I understand that you’re not quite
ready to decide on this. Out of curiosity, what factors do you still need to
consider?”
AND
“And what kind of proof would you
need to decide to go with us?”
AND
“And what else might hold you back
from doing this with us?”
Response:
“If there was one thing that would
get you to say yes on this today, what would it be?”
Response:
“__________, generally whenever I
tell someone I need to think about it, one of three things is going on: A) I’m
either weighing other options and want to make sure I’m getting the best deal; or
B) What I’m looking at just doesn’t
fit exactly what I need so I want to keep looking;
C) It’s too much money….
“Which of those three things is
happening for you right now?”
These rebuttals will work in a
variety of situations if you take the time to customize them to your product or
service, and then use them consistently. Ultimately, what you’ll find is that
if you can get past this smokescreen to the real reason they’re not moving forward
with you, then you’ll have the chance to either build value or clarify
something they either don’t understand or misunderstand. And once you do that,
you’ll finally have a shot at winning their business.