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Practice Management > Building Your Business

5 scripts for countering the 'I need to think about it' objection

By Mike Brooks

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One of the oldest and most used smokescreens in sales is the “I need to think about it” objection. So many advisors struggle with this one because they think the prospect isn’t saying no, so they don’t know how to respond to it. However, many of you have found out that your prospect actually is saying no.

By using the scripts below with your clients, you’ll find out if your prospect really does “need to think about it” or if they are just blowing you off.

1. “Whenever I tell someone ‘I need to think about it,’ I usually mean one of three things: 1.) I just want to get off the phone; 2.) I kind of like the idea but something else is holding me back; and 3.) I really like the idea, and I just have to move something around before I say yes. Which one of those things is it for you right now?”

2. “I may have given you too much information on (name of product or service here). Is that what you need to think about?”

3. “If this isn’t for you, I’d rather know right now. Believe me, you won’t hurt my feelings. Tell me, where are you leaning right now?” (It is always better to get this objection out of them early.)

4. “You’ve been thinking about this for a long time. Thinking about it more won’t fix anything – only making a decision will. You like this, and you’ve already told me it would work for you. So let’s do this. Go ahead and put me/this solution to work for you now, and if you change your mind later you will still get the benefit that you’ve acknowledged you need. Here’s what we need to do to get you started …”

5. “What I’m hearing from you is essentially a ‘no’–and that’s all right. As an advisor, I hear that at times, and it doesn’t bother me. It just means I haven’t yet explained the value proposition right. Tell me, what would it take to convince you that this would be a good idea to move forward with? Please be honest with me.”

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“Mr. Inside Sales,” Mike Brooks, works with business owners and inside sales reps nationwide teaching them skills, strategies and techniques. If you found this article helpful, then you’ll love Mike’s new book “The Ultimate Book of Phone Scripts,” which includes more than 220 word-for-word phone scripts for setting appointments, overcoming objections and closing more sales. Visit http://www.mrinsidesales.com/ultimatescripts.htm.

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