(upbeat music) - Oh, you say you wanna think about it? Okay. Well, check back in six months from now? Alright, I guess I'll follow up with you, in six months from now. All right. Have a good day. How many times has that happened to you? Where you're talking to a prospect, everything's going well
but at the end of the call they just tell you,
"Let me think about it." And they actually never
get back to you again. (upbeat music) Hey everybody, what's going on? It's Patrick Dang here. Now, in this video, you're gonna learn exactly
how to handle the objection when a client says,
"Let me think about it." And we're gonna show you
some of the best strategies and tactics to handle these objections without sounding pushy or salesy. Now, before we go ahead and
get started with this video, you already know what it is. Go ahead and leave a like on this video if you're excited to learn about how to handle this objection. And if you wanna see new
videos every single week make sure you hit that
subscribe and notification bell. Alright, so when you are
getting the objection, "Let me think about it", the first thing you have to understand is why someone is telling you this. Now the average sales person when they get this objection what they typically will do is they will get angry or frustrated and they'll think why isn't
this person buying right now? Why do I have to follow up and that and that and that and that? This is exactly what
you do not want to do. Instead of getting angry or frustrated when someone gives you
this type of objection, what you wanna do is you wanna look at it as an opportunity to
actually help your customer. Don't just focus on
trying to close the deal really have empathy and do
what's right for the customer. If you find that, hey, they should purchase
your product and services and they will make their
life so much better, yes, you should continue to sell them. But if you find that, hey, maybe it's not a
fit to work together, then that's totally fine. And what's really most important is to have that honest dialogue with someone you wanna do business with. And when you get an objection like, "Let me think about this", there may be a lot of reasons for why someone can't make
the decision right there. Sometimes they have to talk
it over with their wife or their business partner. Maybe they don't have the money right now and they might get it in a
couple of months from now to purchase and invest in your solutions or maybe they're just unsure whether or not whatever you're
selling will work for them. The thing is you don't actually know where these objections are coming from. To the mindset you wanna have is, instead of trying to hard sell them, understand where these
objections are coming from so you can use that energy to help them make a buying decision. So let me give you an example of how you can overcome
these type of objections. The first thing you wanna do is, you want to first acknowledge that this person is giving
you some information or that objection and thank them for actually
sharing that information because that's actually helping you. So I'll give you an example. Let's say I'm talking to Sarah,
who is a potential customer, and Sarah says, "Let me
think about it", alright? So what I could say to Sarah is, "Hey, Sarah, that
totally makes sense that, maybe you want a little
more time to think about it. Thanks for letting me know." Right? I'm just clearly showing
that I respect Sarah for sharing that information with me and I'm also thanking her for trusting me with
that information, right? So that's the first step. The second step do you wanna do is, you want to reframe
this type of resistance as an opportunity to help your customer. So here is how I would
do it in this scenario. So, Sarah says, "Let me think about it." I say, "Hey Sarah, that totally makes sense that you might need to think
about it a little bit more. Thanks for sharing that with me. Now, I'm just curious, what exactly do you need to think about before making that decision? So, you know, since we're
already talking over the phone, maybe I can help you out right now. So you don't have to
figure it out on your own." So as you can see here, what I'm doing is I'm
reframing this objection as an opportunity for me, to help Sarah make the
right purchasing decision. I'm not forcing her to do anything. I'm not hard selling. I'm simply respecting this person and then offering my assistance to help them make a buying decision. And the thing with sales is that, techniques and everything are great. However, you cannot trick someone, into buying your product or service and you don't wanna trick them to buy something they
don't need anyways, right? What you wanna do is
you wanna have an open, honest dialogue and really understand whether or not someone should purchase
your product and service. And why this works so well is because you're basically doing the opposite of what most sales people will do. The average sales person will
just go in there and say, hey, buy, buy, buy, buy, buy. Why aren't you buying? You should buy right now,
limited time offer, right? And this is really off putting and it makes the customer feel
like they shouldn't trust you because why is this guy trying
to hard sell me so hard, right? However, if you do the opposite, and instead you kinda
back off, you listen, understand where they're coming from and then provide more assistance, doing that alone build so
much more trust and rapport and gets the person to trust you. And when you ask the
type of question of like, "Hey, you know, let me know what kind
of information you need before you make a decision." And they might be willing to tell you exactly what their objections are and where they're coming from, so you can handle those objections, right? And the thing is you have to
build trust with the customer before they actually tell you the truth. So if I tell Sarah, "Hey, you know, let me know exactly what
kind of information you need before making a decision." Sometimes right after that, Sarah or whoever you're talking to, may tell you exactly what's stopping them from
making the decision right now. They may say, "Oh, I need to talk it over
with my husband or my wife" or something like that, right? And if you're able to get that information you're able to work through that deal. Now even if you follow these steps not always will the prospect tell you where their objection is coming from. They might simply say again, you know, "I just need a little more
time to think about it." So, in these scenarios
what you wanna do is, you want to ask your question
again while building trust and eventually the
customer is gonna tell you where these objections are coming from. So if Sarah says, "Let me
think about it one more time." I can say something like,
"Hey, listen, Sarah, you know, a lot of people tell
me that they're interested, but they end up saying that
they want to think it over. And usually I found that
people that tell me this aren't interested at all. I don't wanna waste your time and I certainly don't wanna waste my time. So, is this the case here, or is this something else
that's stopping you?" So when I ask a question like that, automatically, Sarah might say, "Oh, yo, I am totally interested. It's just that I don't have the budget. I need to talk it over
with my business partner. I need to do X, Y, Z." It doesn't really matter
what the actual objection is, you just need to get to the
truth of what's stopping them from purchasing right now. So from a high level overview all we're really doing is
bettering the communication between the salesperson and the prospect. Salesperson gives information on why they believe the
prospect should purchase their products and services and the prospect should give information on what's preventing them
from making that decision, assuming that product or service will make their lives better, right? If the prospect is able to tell you and trust you with all this information and believes that you won't
take advantage of them, then the selling process improves because they're gonna tell
you exactly why they will buy or why they won't buy, and if they won't buy, you can kinda handle those objections based on the information
that they give you. Because a lot of times there
might be some misinformation or maybe something may be unclear. So it's your role, as a sales
person, to clear things up, unblock the prospect and get
them to make a buying decision. So that said, that is essentially how
you are going to handle the objection, "Let me think about it." If you made it to the end of this video make sure you give this video a like and if you wanna see new
videos every single week make sure you hit that subscribe button. And lastly, if you wanna be notified when
these videos do come out, hit the notification bell. And one last thing in the comments, what's one sales objection that you are currently
facing over and over again and you just can't get over this one? Leave it in the comments and I will make a video on how you can overcome that objection. So that said and that is everything we
gonna cover in this video and I'm gonna see you
guys in the next one. (upbeat music)
