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How many times in your life when you’re in a closing call or in a meeting and your prospect say to you “I’ll want to think about it or send me more information” what’s happens? You discover that you don’t hear from them again, it’s a lie, because the truth is prospect lie all the time? When they say they want to think about it that’s not actually what they’re saying, what they’re actually saying is one of these three things.

I don’t have the money: but they don’t want to admit it so what do they tell you, they lie to you,  they say “let me think about it”or “let me get back to you” but they never get back to you, they never call you back.

The ironical truth is that when you’re on your phone with your prospects, one of these two things happen either you’re closing them on why you should buy or they are closing you why they shouldn’t buy

So the second thing that they’re actually saying is well I don’t see the value, when they say they want to think about it what they’re actually saying is; they don’t see the value of this and that’s why they delay the sale, there’s a reason why they’re oh the phone with you in the first place. 

The third thing your prospect mean when they say they want to think about it is they don’t see the urgency why they should buy right now.

“why should I buy right now?” as a closer you hav3 not shown them, you have not presented the value,  you have not articulated the value, you have not instilled the urgency on why they need to buy right now, and that’s why they don’t buy and you let them get away with that excuse of “let me think about it”. So when client says let me think about it, what should I you reply, how do you handle that objection, If you continue to handle the objection the way you normally do,  you’re going to lose that sale.

As a result of this I have brought up two ways you can handle this,  the first way is what I CA the pre-phrasing. Before you go into any sales meetings before you get on any sales call, you say something like this “well Mr prospect, the purpose of setting this meeting today or the purpose of this home call today is to determine to see if it’s a good fit for you and I to work together. at the end of this conversation they are three things that you can say to me. 

The first thing you can say is a yes and you and I discover it’s a good fit and you and I move forward and we’re going to do business.

The second thing you can say to me is a no and I want you to know it’s perfectly okay to say no to me. 

The third thing that you can say but I don’t want you to is; I’ll think about it, because I’ve been doing this for a long time and usually when people say I’ll think about it what they really mean is a no,  I would just prefer if you tell me a straight no,  no hard feelings, so before we get started, before we proceed are you going to tell me one of these two things; a yes or a no is that fair? 

What have I done here?  I have pre-framed the entire conversation now it’s very difficult for them to say no and I’ve taken the pressure away and given then the permission that it’s okay to say no, that if we’re not going to do business that’s fine. 

Another thing you can do is this peradventure this comes up at the end and your prospect says yeah, that’s good let me think about it” don’t be afraid to be direct because prospects lie and they always use spokes of mirrors, you want to get to the core you want to get to the truth, you don’t want to let them get away with that spoke if mirror,  because as a high ticket closer you get to the bottom line. So next time they say they want to think about it you give them this phrase “you know what Mr prospect, when people say to me,  they want to think about it,  what they actually mean is a no,  but they don’t want to hurt my feelings, isn’t that the case here. 

When you do this,  you’re so direct with your prospects, you’re basically indirectly saying I don’t buy thus let’s get to the bottom line of this,  “before I get off the phone Mr prospect, why did you call me in the first place” by you doing this you’re circling back finding about their needs, about their pin point and you go back to the bottom question again. And then you ask “Is the money isn’t it?”

And they’ll reply yes, now your job as a closer now you offer the alternative abs a solution, how you handle let me think about it. It’s about your conviction about your certainty remember you cannot help them If you don’t sell them, if you truly believe in what you offer. If you truly believe in the value of your products and services what do you need to do,  you need to have the belief that you’re morally obligated to close them to sell them because deep down inside you know I’d they walk away from this conversation you’ll never hear from them again, their lives won’t be changed, your business won’t be changed.

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