*Addressing Sales Objections: “ Need to think about it”*

There could be several reasons that this objection is coming up, but first, you meet them where they are and validate them. This is key - we don’t attack the objection and we don’t agree with it. We are curious to understand more and seed in what successful people do:

“I hear you want to sleep on it. That’s really interesting isn’t it because you mention you want X and Y (you feed back their goals) more than anything right now... so I’m curious why you’d want to wait another day to work towards these results?

What do you think you are going to achieve by sleeping on it?"

Client: ”Well, I’m just not sure I can do it.”

Then you can help to laser coach this and again you ask them:

“What if you could...how would your life change?”

“Are you really prepared to live through another year in this place of guessing?” “What’s it costing you if you continue to believe that you can’t do X?"

“Where else is this belief costing you?”

“What would life be like without this belief?”

Sometimes prospects need to run the decision past a business partner or board. Sometimes a partner needs to get on board with the decision before the prospect says yes.

If this is the case, always schedule a follow-up call or agree on next steps before ending the call :)