“Let me think about it?”

Say Nothing

When they tell you they want to think about it, say nothing.

That’s all there is to it.

Just wait patiently.

Silence creates a vacuum and most people get uncomfortable with the silence.

After two or three or four seconds, most people feel the compelling need to fill the void with words.

Discipline yourself to hold your tongue for a few seconds.

Typically, the client will elaborate on the “let me think about it” objection and this often uncovers the real objection.

For example, they might explain that they have to speak to their boss or their partner. Suddenly you discover another player in the game.

They may reveal that they are looking at other proposals and now you know you are in a competitive situation. Or they may simply not be interested at all.

In any event, you have more information upon which to base your next step.
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Probe for Legitimacy

Empathize with the prospect and then to go on and question to determine if the objection is legitimate or a smokescreen.

Prospect: “Hmmmm. Let me think about it.”

Rep: “I understand completely.

If I were in your shoes I’d want to think about it as well.

“May I ask what concerns you still have?

Or “May I ask what’s causing you to hesitate?”

or “May I ask what questions I’ve left unanswered?”

or “May I ask what your final decision will be based on?”

Needless to say, this type of probing gets the prospect to open up and to help you determine if the objection is real or otherwise.
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I am Not Sure I Understand

When the client explains that she would like to ‘think about it’
pause for a second or so and then slowly say,
“I am not sure I understand.”

The trick here is delivery.

Be subtle and use the tone of your voice
to show surprised confusion, not belligerence.

Do not utter a word.

Let silence do its work.

When the prospects hear the confusion in your tone
they almost automatically feel the compelling need
to ‘come to your rescue’
and elaborate further on their hesitancy.
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“what concerns so you still have?

“what’ is causing you to hesitate?”

“what is your number concern about not proceeding further?”

“what will your final decision will be based upon?”
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“Fair enough. But John, we’ve spent a bit of time reviewing your situation
 and there seems to be a good fit.

Please level with me, “What’s holding you back?”