The objection, “I need to think about it for a few days first.” is one of the most common objections that salespeople get. It’s also arguably the hardest objection to overcome. Before we can even try to overcome this objection, it’s important to know what this objection really means. There is often a hidden reason for this objection. What this objection is often really saying is that they are unsure. They are not yet sold. There is something else that they are concerned about. If they were sure about the product, and they had no concerns at all, they would be buying right then! Since they aren’t, there’s another concern that they have that must be addressed. Here is how you overcome this objection.
Provide Reassurance
When met with this objection, it is important to be friendly and not argumentative. It’s not like you can say, “No I am against the idea of you thinking about it first!” Provide reassurance. Tell them you understand that they want to make an informed decision. Then, reinforce the benefits of the product that you are selling and address the concerns that they have expressed. Since it is likely one of those concerns that they may have that is the real reason that they need to think about it first, one should take that opportunity to respond to those concerns. Basically, respond to the objection with reassurance, address possible concerns, and bring the conversation back into the sale.
Highlight Urgency
Now that you have brought the conversation back to the sale, give them a reason that they should buy today. If they can go home, think about it, and come back and buy, they need to be incentivized to buy now rather than later. This can be accomplished through a promotion on the product that day or even just the ability to solve their pain points sooner. Either way, provide a reason that they should buy today rather than later.
Provide More Information
Lastly, once you have responded to the objection, responded to possible concerns, looped them back into the sale, and provided them a reason to buy that day, you still might not be done. They still might be debating the idea a little bit more. If so, provide them with a little more information to reassure them further. Offer them customer testimonials or a more personalized demonstration to reinforce that buying is a good decision.
By doing all of these things, it provides one with a great opportunity to successfully overcome this objection.
Subscribe to the blog to get more sales tips emailed directly to you!
CWT Sales 