"Let me think about it."

??For some sales professionals, this customer response is equal to a purchase order. After all, who could resist the fantastic presentation that was just made about our “must-have-it” product? We did such a super job selling, customers will certainly be willing pay more for our product, just because we are soooo smooth. Any minute now, the orders will just start rolling in like magic. Right?!?!?!

?Time for reality: we sold nothing.

?If a customer tells you “Let me think about it”, the immediate translation means two things:

1.??????No thank you

2.??????I don’t want a confrontation

?While rejection is tough, you cannot take it personally. If you look under the surface, this response implies that the customer DOES have respect for you and is considerate of your feelings. People usually need to like the person they are buying from, so the good news is you are liked and the door is open!

?But what else does “Let me think about it” mean? The list could be endless, but the answers likely fall into one of the following buckets:

·??????I am still unsure the product solves my problem.

·??????What kind of support do I get after I purchase?

·??????Is this a good financial decision?

·??????I like you and your product, but I have other more important needs.

?Since none of us can read minds, we’ll instead need to utilize our people skills and begin to relate to the customer’s dilemma. Let’s resist the urge to confront, feature dump or lower pricing. Instead, use finesse while keeping the customer’s best interest in mind.

Show empathy

??Acknowledge that this is a big decision while gracefully moving towards their real objection by saying this:

“I agree there are several factors to consider. What stands out to you as your largest concern?”

??By agreeing that their need to contemplate further is a good one, they will lower their apprehension in speaking with you. Remember, many bad salespeople in the past have begun to argue with them at this point. It’s understandable for them to be wary. This question allows you to learn more about their thought process and true objection, without engaging in a confrontation they desperately want to avoid.?

Change roles

??Invite the customer to act as the salesperson. We know why WE love our product but often, we don’t truly understand what our customer likes about our product. Ask this question:

“If you were selling this product, what features and benefits would you highlight?”

?Chances are, they will state exactly what is most important to their specific needs, while also stating their concerns. This is a roadmap to building your path to overcoming their objection.

Ask them to coach

??It’s very easy to reject an offer by simply hanging up the phone or walking away silently but this customer chose to be courteous to you. Return the favor by thanking them and respecting their decision. Try this approach:

??“I appreciate your thoughtfulness on this. Please don’t worry about my feelings, you are saying “no” to the product, not “no” to me. What kind of feedback would you give me or my company on how we can best sell this product to others?”

?By giving your customer permission to provide the hard truth, you will receive clues as to how you might be able to resurrect this selling opportunity. Worst case, you’ll become more informed on how to improve your offer for the next customer. (A sales quota will exist tomorrow too) You will be amazed at the new and valuable ideas they give you, all at no charge! Asking someone to direct you is a compliment and a sign of respect. If your flattery is genuine, they might just decide to buy from you anyway, despite their earlier decision. If their decision stands, you have left the door for future business opportunities. This is a win for all parties.

?In closing, don’t be fooled by the “Let me think about it” objection. This is where true selling begins. Your customer could have just as easily said “NO!” so understand the process is not over yet. Thank them for their thoughtfulness and use the moment as an opportunity to gain valuable feedback so you can overcome their true objection while making your pitch even stronger for the next customer.??