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.)