You’ve gone through the entire sales process. Everything seems to be going great. But when you go to close the deal, the prospect says, “I want to think it over.” Oy.
The single worst phrase we can ever hear in sales is, “I want to think it over.”
I will take a “no” any day over an “I want to think it over” because at least a “no” liberates me to move on.
Most salespeople struggle to sell because most sales opportunities never end; they just drag on and on in never-never-land. It’s time to make this stop. In this video, I’m going to teach you three ways to avoid “I want to think it over.” Check it out:
Now you know three ways to avoid “I want to think it over.” I want to hear from you. Do you agree? Do you disagree? Which of the ideas in this video did you find most useful? Be sure to share in the comments section below. I’ll read every single comment.
Smitty says
January 6, 2016 at 09:52I totally agree in finding out who the decision makers are up front before doing a presentation is key to a successful sale and save your valuable time.
Marc Wayshak says
January 21, 2016 at 14:18Absolutely critical point Smitty.
Keith says
January 6, 2016 at 12:12Thanks, Mark… great stuff!! The tip that impacted me the most is to learn to ASK what is the sales process upfront.
Marc Wayshak says
January 21, 2016 at 14:18Truly key Keith.
Adam Girach says
January 6, 2016 at 16:17It was excellent. I agree with your suggestions. I have been practicing it for the last 20 years. It works everytime.
It also help reducing waste of time and efforts with a prospect that is not going buy OR the products and services offered not suitable for their application. Well done! Keep up the good work! Best Regards, Adam Girach.
Marc Wayshak says
January 21, 2016 at 14:17Thanks so much Adam.
Jacques says
January 7, 2016 at 02:00Hi Marc
This was excellent tips, however I have found that after doing all of it and doing it right. One client still came back with a I would like to think it over, it turned out that I had to go through all the motions again but this time I dug deeper! They actually lost a major shareholder and thus the budget for the project got canned. I always go over all the aspects again when a client says no or want to think it over and I repeat the clients answer to them in a question, in that way they sometimes realise that no is not the best answer…
Marc Wayshak says
January 21, 2016 at 14:17Let’s start by saying that nothing works 100% of the time. But I would contend that you may have missed something early on in the decision-making process, or there simply wasn’t enough value.
karol says
January 7, 2016 at 16:13A little push perhaps? “Usually when someone needs to think things over that means they don’t have enough information. Let’s go together over the main points again to see if we are perhaps missing something important”. Could work provided we are talking to the decision maker.
Other than that, get them involved in the end result before moving into the closing phase. When someone is already involved, they will have to work hard to move back.
Marc Wayshak says
January 21, 2016 at 14:16Not sure I disagree with that Karol. If someone says I need to think it over, pushing them is never the solution.
David Ziegenhorn says
January 8, 2016 at 17:07Best tip was knowing the decision-making process: who is making the decision and when that decision will be made. That tells me if I’m talking to the right person and when the sales process will conclude.
Marc Wayshak says
January 21, 2016 at 14:15Very very true David. Know the decision making process and maker is key.
Rocco says
March 1, 2016 at 15:31Our sales are 100% by phone and the amount of information that the decision maker needs to know before completing the agreement is extensive. This is a planned 2 call process. I want to think it over might happen on the 2nd call. Do you see any issues with that timing?
Marc Wayshak says
March 4, 2016 at 05:21Hi Rocco,
Great question. “I need to think it over” is only bad if it comes when its time for the decision. If you are expecting a decision and the prospect is giving you some vague wishy wash, then you are in trouble. However, if you do get that think it over, set a 3rd appointment where you can discuss their decision.