What to Say When You Hear “I want to think it over”

If you’ve been in sales for more than five minutes, you’ve heard this from a buyer: “I’ll think about it” or “I want to think it over.” It’s almost as natural to them as saying, “No, thanks. Just looking” when asked “May I help you?” Why do they say it so often? Because with average salespeople it works. It stops them dead in their tracks.

But, I know that you don’t want to be average. You have set your sights on being a champion salesperson. Your aim is to serve more clients than the average salesperson. So, you learn and prepare yourself to overcome the most common objections.

So, let me give you the answer you’ve been waiting for. Whenever you hear a buyer say, “I want to think it over,” “We’ll sleep on it,” or “We’ll get back to you,” it’s very likely that they like what you’re offering and are feeling compelled to own it. These stalls are just their way of slowing down that buying momentum because they’re a little afraid to part with their hard-earned money.

You do exactly what they want. You slow down as well. You tell them you understand … because you do. Then, you start selling. You ask questions that you already know the answer to — answers that will remind them that they really do like this, that and the other thing about your product. And you get them to admit if the money is the only thing holding them back so you can address that final concern.

You do it by saying …

“That’s fine, John. Obviously, you wouldn’t take your time thinking this over unless you were seriously interested, would you? So, may I assume you will give it very careful consideration? Just to clarify my thinking, what phase of this opportunity is it that you want to think over? Is it the quality of the service I’ll render? Is it something I’ve forgotten to cover? Seriously, please level with me, could it be the money?”

A tip when using this strategy: Don’t pause after the word “over” — if you do, a client is likely to answer “everything,” or “the whole idea of going ahead,” and you’re dead in the water. What you want to do here is review what they’ve already agreed to. In other words, you’re weeding out all the other objections and narrowing it down to the most common final objection, which is the money. Handle the money objection and begin re-closing.

Master this close and you’ll quickly see your closing ratio (and your paycheck) increase.

Copyright Tom Hopkins International, Inc. For reprint permission, contact Judy Slack (judys@tomhopkins.com).

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  1. Attended 3 of your seminars including your 1st in 1980 and your last in Bend, Oregon last week. The day after your seminar last week…I swear my prospects asked me “does the swing set stay”? You know my answer: “would the kids enjoy it if it does stay?” Her reply: “well…sure”.
    My response: “Let me make a note of that”. :-)
    Steve

  2. Love this tip! I learned this from you in the ’80s and it’s still applicable! I like how you trimmed it down a bit too!

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