Overcoming Objections: Nailing "I Want to Think About It"

Sales professionals, entrepreneurs, and small business owners understand that the road to closing a deal is often paved with obstacles. Among the most common is when a potential client or customer responds with, "I want to think about it."

While this might seem like a polite objection, it can also be a pivotal moment in your sales process. This blog post will equip you with strategies to handle this objection effectively, ensuring you can turn hesitation into commitment.

Understanding the Stance

When a prospect needs to ponder their decision, it's not necessarily a negative response. It signifies they're considering your offer seriously, which is precisely where you want them to be. Here's how to dig deeper without pushing them away.

Empathy First

Use an approach centered on understanding and empathizing. For example:

"Of course, you want to think about it. I would, too, if I were making this decision. It's essential to me that you have all the information you need. May I review one critical element with you to ensure you have all the information you need? If I were in your shoes, I would also want to know this?"

This response addresses the prospect's need for space while positioning you as a helpful advisor rather than a pushy salesperson.

Empathy is not just a key to overcoming objections like "I want to think about it." It's also crucial to building strong, trust-based relationships with prospects and customers. Demonstrating empathy shows that you respect their decision-making process and are not merely focused on making a sale but are genuinely interested in ensuring the solution fits their needs.

This approach can significantly reduce the emotional distance between you and the prospect, making them feel understood and supported. When prospects think of this level of understanding, they're often more open to sharing their genuine concerns and objections, giving you a valuable opportunity to address these issues directly and effectively.

Focus on Their Comfort

Another empathetic response could be:

"Absolutely, taking time to think things over is important. I want to ensure you feel 100% comfortable with your decision, whichever direction you decide to take. It's all about what's best for you at the end of the day. And if I may, there is one more thing that you may find important as well."

This response puts the prospect's comfort and needs for information at the forefront, highlighting your role as a supportive and understanding guide through their decision-making process. It also allows them to voice any particular concerns or questions, which can be pivotal in moving the conversation forward.

Beyond immediate problem-solving and relationship building, embedding empathy into your sales approach has long-term benefits that can significantly impact your business's success. Empathetic interactions lead to more substantial, loyalty-based relationships with customers, encouraging repeat business and generating valuable word-of-mouth referrals.

In conclusion, weaving empathy into your sales strategy isn't just about making a one-time sale; it's about building enduring relationships that stand the test of time and change. You create a solid foundation of trust and loyalty by genuinely connecting with your customers, understanding their needs, and addressing their concerns.

How can you close the sale once you provide that final detail?

Simply make what you are about to say next a statement rather than a question. Instead of asking, "What are you thinking now?" simply say the following statement: "Now that looks good to me, how about you!" (with your tone of voice going down on the word "You"). 

By using this technique, you guide the conversation towards a clear decision point and make it easier for the prospect to say yes.