Let’s be honest: No six words are more frustrating to a salesperson than, “I want to think it over.”
If you’ve been hearing this phrase a lot lately, here’s the bad news: It’s your fault.
But there’s also good news: You can avoid ever hearing these words again if you simply take a couple of simple steps to overcoming objections in sales.
Overcoming objections in sales is hard for most salespeople, but that’s because they set themselves up to get objections.
You don’t have to learn some fancy ninja-headlock closing technique to solve this.
In this video and article, you’ll learn what every salesperson must do to start overcoming objections in sales and avoid the response, “I want to think it over.”
4 Keys to Overcoming Objections in Sales
If you aren’t thinking about overcoming objections in sales until you get to the close of your presentation, it’s already too late.
When a prospect has an objection at the end of your meeting, it’s because you lost them earlier in the conversation.
Overcoming objections in sales starts at the beginning of every sales meeting.
Superstar salespeople know that overcoming objections in sales is best accomplished by avoiding those objections altogether.
Fortunately, avoiding objections doesn’t have to be complicated.
In fact, I’ve found that you only need four simple keys to overcoming objections in sales.
Enter every meeting with these keys in mind, and you’ll stop hearing “I want to think it over…” and start closing more sales.
Read on to learn the four keys every salesperson should know to overcoming objections in sales.
#1: Stop trying to get a “yes.”
Let’s be very clear about what a “think it over” response actually is.
“Think it overs” are really just a nice way of the prospect telling you “no.”
Prospects don’t avoid telling you “no” outright because they have a super nice agenda.
They do it because they’re feeling a lot of pressure in the selling situation to tell you “yes.”
That pressure is your fault.
If a prospect feels pressured to say “yes,” then that means the salesperson was putting pressure on the prospect to say “yes” in the first place.
On the other hand, when you aren’t trying to get a “yes,” the prospect will feel the freedom to be honest with you.
Moving forward, instead of trying to get a “yes,” focus on determining if a prospect is actually a fit in the first place.
This means that the outcome of a “no” is also OK.
It’s far better to get an honest “no” and move on than to drag things out forever and waste your time on a “think it over” that really means “no.”
#2: Help prospects determine the value.
Many prospects say “I want to think it over” because they’re simply not seeing the value in what you’re selling.
The distance between the state they’re currently in and the outcomes that you’re offering them in the future isn’t compelling enough to cause them to want to invest in your offering.
You can fix that.
During the sales process, you need to spend a lot of time helping prospects calculate the actual value of solving their challenges, and thus, investing in your solution.
That means you should be asking a question such as, “If you were able to solve the challenges that you mentioned to me, what would that mean to your organization?”
A little hint: Be sure to get a dollar-value answer here.
Once the prospect tells you the value of solving their challenges, you’ll help them see the exact value of your solution.
Creating value around your offering is key to avoiding and overcoming objections in sales.
#3: Get a budget before giving price.
One of the most common reasons that sales fall off track—even when a prospect is eager and interested in buying from you—is a lack of clarity around a budget.
For years, salespeople have been telling me that they can’t get a budget.
This is simply not true.
My response is always the same: If you’re having trouble getting a budget and overcoming objections in sales, it means that you’re asking for a budget incorrectly.
Now, there are a number of ways to do it, but I’ll share with you two very simple yet tactical approaches to getting a budget from any prospect.
First, after you’ve gone through their challenges, you just want to ask a simple question like, “Do you have a budget for this project?”
Now, they may or may not have a budget, and they may or may not be forthcoming with that information.
Let’s just say that the prospect says, “No. I don’t have a budget.”
Then, you move on to the second method for overcoming this common objection in sales: the range budget question.
This will sound something like, “George, based on what you’ve told me, a solution to your challenges would range anywhere from $10,000 to $50,000. Where in that range could you see yourself, if at all?”
That is, of course, a much easier question to answer.
Whether you use an open-ended question or the range budget question, establishing a budget is key to overcoming objections in sales.
#4: Don’t try so hard to close sales.
It’s time to take the pressure off the situation—at all times.
Anytime prospects feel pressure to buy from you, they’re going to be very likely to give you an “I want to think it over.”
In fact, 44% of prospects report that the primary reason they don’t enjoy meeting with salespeople is because they feel pressured by salespeople with their own agendas.
When a prospect feels pressured, they’re going to say whatever they have to in order to get you out of their office.
You need to be totally comfortable that some sales are going to end in a “no.”
In fact, that’s really great, because if you get “nos” instead of “think it overs,” you’re going to have more time for quality prospects and will get far more “yeses” in the long run.
You don’t need any high-pressure closing techniques.
You just need to ask great sales questions throughout the selling situation to get on the same page with the budget.
If you do this, there is no formal close. All you’re doing is just determining the logical next step to benefit the prospect.
Conclusion: Plan Ahead to Master Overcoming Objections in Sales
Overcoming objections in sales starts before you ever set foot in a sales meeting.
That’s why planning ahead is key.
If you’re tired of hearing “I want to think it over…” at the end of a sales presentation, remember these four keys to overcoming objections in sales.
First, stop trying to get a yes.
If you’re pressuring prospects to tell you yes, they won’t feel the freedom to tell you no—so they’ll give you a wishy-washy “think it over” response instead.
This wastes your time and prevents you from moving on to the next prospect in your pipeline.
Second, take time to help your prospect establish the value of your solution.
Have your prospect tell you the exact amount of money they could make or save by solving their organization’s key challenges.
Then, you’ll know exactly what your solution is worth.
Third, if you want to start overcoming objections in sales, you have to get a budget before you ever give a price.
Use an open-ended budget question or the range budget question to get an idea of what your prospect is willing to invest.
Finally, don’t try so hard to close sales.
Relax—because if you’re feeling pressured to close the sale, your prospect will feel pressured, too.
Focus on determining if your offering is a fit for your prospect, and those who are a good fit will be much more likely to trust you and invest in your solution.
So there you have it. Now you know what every salesperson must do to avoid “I want to think it over.” I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.