Overcoming The ‘I Need To Think About It’ Objection
In this article, we’ll detail a step by step process for overcoming the ‘I need to think about it’ objection.
Many people teach to use exact scripts and the like; and although you may think this has merit, it’s more important to dissect where the ‘I need to think about it’ objection comes from in the first place.
Read on to learn where the objection comes from, how to prevent it from coming up in the first place, and if it does come up; you’ll learn the steps to overcoming the ‘I need to think about it’ objection.
Overcoming The ‘I Need To Think About It’ Objection – Where It Comes From
Generally, the reason why you’ll end up in a place where you’ll be overcoming the ‘I need to think about it’ objection, is because there is something unanswered that they feel they need to think about.
When a potential client feels that the product or service has excellent value, and that they will get a return on their investment – this objection won’t generally arise.
This means that during your sales conversation, they potentially had a question or a number of questions that haven’t been answered, or they haven’t been sold that they’re going to get in return or more for what they’re being asked to spend.
There are a number of ways to prevent the ‘I need to think about it’ objection in which we’ll discuss, but an important factor is during your sales conversation, you leave no stone un-turned.
ROI; or a return on investment will always be a key factor before a person makes a buying decision.
Openly talking about this is important to ensure this doesn’t come up later.
Is It Even An Objection?
The interesting thing about the “I need to think about it’ objection, is that it isn’t actually an objection at all!
In fact – it’s something called a smokescreen.
A smokescreen is something someone says, that hides or covers up the real underlying objection or area of concern.
In most cases if someone gives you the ‘I need to think about it’ objection, it usually means they’re hiding the real objection which is the cost.
During your sales conversation and presentation, they don’t feel that they’re getting the same or more value versus what your asking them to spend.
That’s why in The 5% Sales Blueprint, we teach a module called Money Talk.
Read on below to learn what it is.
Overcoming The ‘I Need To Think About It’ Objection With Money Talk
Money talk is a module we teach in our online sales training program, The 5% Sales Blueprint, which’ll help you with overcoming the ‘I need to think about it’ objection.
Within our sales process, we teach that Sales Professionals and Business Owners should discuss money before you even get to the part of your presentation.
When discussing money, you’ll need to talk about two things:
- How much is it costing them for having the pain points and problems they’re facing – and what will it cost if they do nothing?
- Now that they know the cost of inaction – what will they invest to solve the issue?
This re-frames the cost of your product or service from simply being another commodity, to rather an investment of a solution to fix their pain points and problems.
To learn about the other steps in our sales process, read the related article below:
Further reading: The 7 Step Sales Process – Learn To Close Easier
Positioning in sales is another very important skill to master, because when done correctly – it’ll push you leaps and bounds beyond your competition.
Another strategy we teach in The 5% Sales Blueprint, is something we call a pre-frame.
This not only help you position yourself as a specialist but helps you when overcoming the ‘I need to think about it’ objection.
Think of a sales conversation as a frame.
Their frame is the way they look at something; they frame their pain points, desires, situation, and much more in a frame.
Your role as a Sales Professional or Business Owner if you want them to buy – is to reframe your product or service as the solution to their frame.
Prior to the sales conversation – we teach to use something called a pre-frame.
The pre-frame works like this:
- You let them know that you’ll be asking questions, because you only want to prescribe a solution if you can in fact help them
- Ensure that all people are present (decision makers), in the case you did wish to proceed
- That at the end of the conversation for any reason, if they didn’t feel you were the right fit, that it was more than OK to let you know
The pre-frame does a number of important things.
First – it tells your potential clients that you’ll only offer a solution if you feel you can help them.
This removes a lot of friction, because most potential clients have a perception that the Sales Professional is going to prematurely present and pitch their idea anyway.
Second – it ensures that all decision makers are present, preventing the ‘I need to speak to’ sales objection.
And finally – it gives them permission to say no. This is critical when overcoming the ‘I need to think about it’ objection, because it’ll remove the fake smokescreens from the real ones.
When overcoming the ‘I need to think about it’ objection – prevention is better than the cure.
Overcoming The ‘I Need To Think About It’ Objection
You may use a pre-frame, but occasionally the objection (or smokescreen as we discussed) may still arise.
Overcoming the ‘I Need To Think About It’ objection can be done by following a simple framework.
When they tell you ‘I Need To Think About It’, simply respond by saying no problem at all.
This surprises them, because most people try to be pushy or salesy here.
Instead, let them know that it’s fine, and that most people want to think about it.
After a few seconds, simply ask what is it that they’d like to think about more – is it the cost?
If they respond with yes – you’ve identified the real objection, and now you can handle that.
Perhaps they say no – simply ask what they’d like to think about more, so that you can potentially help them if they have another query?
Whatever it may be, you’ve now discovered the read objection hiding behind their ‘I Need To Think About It’ statement, and you can handle it accordingly.
To learn how to handle objections, read the linked article directly below.
Further reading: Overcoming Objections In Sales – A Step By Step Guide
Overcoming the ‘I Need To Think About It’ objection is an important skill to learn in sales, because it’ll help you identify the real underlying objection, versus what they may be presenting on the surface.
If you’re interested in learning more about how you can close sales more consistently, register for our free 7 Day Sales Challenge here.