2d β’ Business & Strategy π§
How I Handle "Let Me Think About It" π₯
The four words that used to kill my deals. Now they lead to closes.
THE OLD RESPONSE:
Them: "Let me think about it."
Me: "Sure, take your time."
Result: Never heard from them again.
THE NEW RESPONSE:
Them: "Let me think about it."
Me: "Of course. What specifically do you want to think through?"
This question is magic.
THE RESPONSES I GET:
"I need to check with my partner." β "Makes sense. Want me to join a call with both of you?"
"The budget is tight right now." β "Understood. What if we started with a smaller scope at $X?"
"I'm not sure if it'll work for our edge cases." β "Let me show you exactly those edge cases on a second demo."
"I want to compare with other options." β "That's smart. What would you need to see from me to be the clear choice?"
THE PSYCHOLOGY:
"Let me think about it" is rarely about thinking.
It is about unspoken concerns.
Your job: Uncover the real objection.
THE FRAMEWORK:
1. Acknowledge: "Of course."
2. Ask: "What specifically?"
3. Address: Solve the real concern.
4. Re-ask: "Does that address it? Want to move forward?"
THE EXAMPLES:
REAL CONCERN: Price too high
Solution: Smaller scope or payment plan
REAL CONCERN: Not sure about results
Solution: Offer money-back guarantee for first 30 days
REAL CONCERN: Need buy-in from others
Solution: Offer to present to the team
REAL CONCERN: Bad timing
Solution: Schedule follow-up for specific date
THE CLOSE RATE CHANGE:
Before asking follow-up question: 12% of "think about it" closed
After asking follow-up question: 47% of "think about it" closed
What unspoken objection might your last prospect have had?
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How I Handle "Let Me Think About It" π₯
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