Overcoming the Let me Think About It Objection

Often times, you’ll speak with a customer and you’ll have built a great relationship with them.  You pitch them a product that makes sense for their line of work.  You feel good about asking for the sale, and they “let me think about it”.   The let me think about it objection is really not an objection.  It is a brush off, and it means that you have more work to do.  Newer reps are often fine with hearing this.  They are happy that they haven’t been told no, and it gives them something to keep in their “pipeline”.

You, as a top closer (or on your way to becoming one) understand that this objection is to be addressed head on.  A potential buyer who has a few days to think about something will invariably cool of.  Unless you feel in your gut that they will buy if given time, you’re going to need to push here.  You’ll need to ask them what exactly they need to think about, and you need to do it in a way that doesn’t push the customer away.

You need to get an answer to this question so that we can find out what the real objection is and get to work on that.  You can try something along the lines of:

You:  Well, I’m happy that you are thinking of coming aboard.  In case there was something that I missed, what part of the program is troubling you?

At this point listen to what they have to say, because they are about to give you their real reason for not buying.  Just think about it like this, there is always something to think about.  It is your job to extract that from your customer and overcome it.   To recap:  The let me think about it objection is always a smokescreen.

 

 

 

overcoming the let me talk to my partner objection

Let me talk to my partner/ spouse is one of the most common objections that you are going to get when you sell for a living.  The good news is it is one of the easier ones to overcome.  You’ll really just need to determine whether or not the customer really does need to speak with a partner, or if they are trying to brush you off.  This objection is a 100% result of a poor qualification effort.  You should be asking your customer on every single call whether or not anyone else is involved in the decision making process.  In fact, if you were to commit to doing that you probably don’t even need to read the other stuff below.

You’ll want to be relatively careful with this objection.  If you push a customer too hard on it you’ll end up pushing them away.  Instead, you’ll want to try and do a trial close to see whether you have them on your side or not.  Once you have an ally in a co-owner, it’s significantly easier to get a sale.   Here is how you would go about doing it.

You:  As we discussed before this program will only be $2400 a month, and all we need to get you started is  a simple down payment.

Customer:   (hemming and hawing)  That sounds good, but I need to speak with my wife first.

You:  OK, Tom.  I understand that completely.  So, if she is good with it you’ll be ready to move forward with the order than?

Customer:   Absolutely.  I have to talk with her before I get my checkbook out.

You:  I get that.  My wife and I always discuss it before we make big investments.  If she says yes, than is this something that you’ll move forward with?

You want to ask them if they’d move forward with the program.  If they don’t give you an immediate yes, that means that they haven’t truly been sold on the idea of doing business with you.  You have more work to do.  A good follow up when you don’t get the answer that you want to hear is:

You:  What is it about the program that you feel is unsatisfactory?

-or-

You:  What would it take to get you to move forward with this today?

I personally much prefer the second option.  If you’ve already went ahead and asked for the sale, than you can  go ahead and be direct with the customer.  You are asking them for their real objection, since you have now weeded out the partner objection for what it truly is –  a stall.

Pitching the Partner

Have you ever given your best possible sales presentation to the partner, and been told that they will run it by their partner?  What happened when they got back with you?  I bet the answer was a no.  You never ever want to send your prospect off to do the selling for you.  You want to deputize them in order to help you.  Once your prospect has said that they would buy if their partner was game  you now have an ally that help You do a few important things.

  • Get past any gate keepers to the partner( who at this point is the true decision maker).
  • They can schedule a time to speak with the partner on your behalf.
  • You should encourage them to tell the partner what they think about the product or service, and to convey their excitement.

This truly is all you want them doing, and even the third one can be iffy.  If you let the partner speak for your product or service it is going to go something like this.  “I spoke with this sales dude on the phone, he promised us a bunch of cool stuff for a lot of money.”  You don’t want that exchange to happen.

Never pitch the partner like you have the sale in the bag.  In fact, you’re going to want to start over at the beginning.  Assume any information that has been passed along already has been misrepresented.  Take your time and use what the other partner has said to your advantage.  You should often note that when you are speaking with someones spouse that they often will act like the brakes to someones gas pedal.  They may end  up stonewalling you.  You’re going to have to go back to the original spouse you spoke with and remind them that life is full of risk, and that although it’s never fun to spend money, they can’t let their spouse keep them from doing what’s in their combined best interest.

The takeaway:  Make sure that you have turned the partner into an ally and you’ll overcome the partner objection with ease.

 

Overcoming the Price Objection

Does this scenario sound familiar to you?  You speak with a potential client.  You do a great job interviewing them and evaluating their needs, now it’s time to close.  So, you go ahead and ask for the sale and they say that it is just not in their budget.  There are several ways to overcome this objection.  Let’s get straight to it!

Properly qualify your prospect.

This objection, more than any other, is a symptom of a rushed call. Many reps will try to throw something against the wall  and see it if sticks.  I’m not saying that throwing a number out there to entice a lead that is quickly slipping away is a bad idea.  But, if you find yourself in this situation to often, you’ll want to evaluate how much time you are spending on the qualification part of the phone call.

Always be asking yourself if it’s really price that they have an issue with, or if you’ve failed to make them see the value.  Just because someone is telling you that it costs to much does not really mean that it does.  It may very well mean that they don’t see the value in what you have pitched them.  It can also be a stall or smokescreen as well.  It’s an effective one because they aren’t saying no.  They are basically telling you that their hands are tied.

This is why it is so important to do good fact finding.  When most people buy something they are expecting a return on their investment.  Sometimes that return is financially quantifiable, and sometimes it is in utility or happiness.  We are going to concentrate on getting return on investment.  It’s vital for you to understand exactly what your customers bottom line return is on what you are selling.

Here’s and example of a good ROI.  Lets pretend that we are selling advertising to a roofer.

 

Salesman: My parents had a roof put on a couple of months ago.  It ran them about five thousand dollars.  Does that sound right?


Customer:  Well, we average around seven thousand from most residential jobs.  They got a heck of a deal.

 

Now did we just come right out and ask him exactly how much money he makes on a job?  Absolutely not.  We gave an example.  Why?  Because people naturally feel a tendency to correct you when you are wrong.  Instead of thinking about what an invasive question this is, they will more often than not give you the correct number.

Of course, not everyone will be so forthcoming.  In these instances I’ll try to be blunt with them and say that I’m just trying to get a better understanding of their business in order to provide them with the best possible quote.  At this it is more important that you try and get the number anyway.  A more blunt approach will often work.  Just ask them.

Salesman: My parents had a roof put on a couple of months ago.  It ran them about five thousand dollars.  Does that sound right?


Customer:  I see what you are trying to do.  I'm not giving you that.

Salesman:  I understand and appreciate where you are coming from, but in order to make sure that this is a good fit for you I need to understand your business.  What is your average job worth to you?

 

Now, when you go to close this customer you can give them the proper return on investment.  It now makes it easy to overcome this objection.  You’ll now be able to tell them that what you are offering them will bring them 9 customers a month, and at $7000 a pop they are looking to make $63000 a month.  The only investment they need to make is a $600 a month for this.

 

Sometimes it is the price.

Sometimes the price really can be an issue, but most of the time it is a value issue.  You must provide the feeling that they are receiving a great deal of value for the money.  You must thoroughly qualify your prospect and make sure that you are not ignoring any obvious signs that they aren’t going to buy.

If you do catch them saying something earlier in the call about not having money anyway and you’ve come this far than you’ve taught yourself an important lesson on how to not waste your time.  And as you get better and better, you’ll only get more upset when you miss out on time on the phone

The takeaway.

Make sure that you are getting a good ROI and doing top notch fact finding. This will ensure that you can use your customers own words to overcome the price objection.