“I need to think about it”
Out of all the objections, this one is close to top of the list for amateurs. Nothing stops a presentation dead in it’s tracks like when someone says “I don’t know. I guess I need to think about it.”
Do people really need to think about it?
No.
Can’t we just tell them to make a decision?
Absolutely not.
Why?
Because we now know that people make instant decisions based on the types of autopilot programs they currently have running their lives. It’s not fair, but it’s the truth.
So what triggers this objection?
This one stems from information overload.
Too much information creates confusion in our prospect’s mind.
People don’t need to know every little detail about the company or our compensation plans. Most people make their decisions within the first 20 seconds of meeting us.
It’s crazy, but it’s true.
When amateur distributors ramble on and on about what we do, or prospects sit through an hour long meeting, it only makes things worse because it increases the likelihood that this objection will come up.
The solution?
Here is how we can handle the “I need to think it over” objection and keep things moving forward.
First, we’ll find out if it’s real or not. We’ll say:
“Hey John, I hear you. But, tell me this, and just be honest, is it REALLY that you have to think about it or is that just a polite way of saying no? Because I’m totally cool either way, I just wanna help you.”
If they say no, then let ’em go. If they yes you’ll say…
“So, John, do you wanna do this?”
If they say no, then let ’em go. If they yes you’ll say…
“Are you sure? Do you REALLY want to do this, cause it doesn’t matter to me either way.”
If they say no, then let ’em go. If they yes you’ll say…
“Ok, sounds like maybe you have some questions. What’s your first question? What’s your second question? Do you have a third question? (No more than 3 questions)”
Most people have two questions.
A rare few will have three.
Answer your prospects questions as short and concise as possible.
Short answers ring true.
Long answers create confusion and distrust.
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