Overcoming Objections: I Have to Think About It

Did you ever have a good conversation with a sales prospect only to have that prospect end the conversation with, “Your idea sounds good. Let me think about it and I’ll get back to you”

Here’s how to qualify if you have a legitimate opportunity to pursue or this person is kindly blowing you off.

  • Ask the following question,”Great. I’m glad to hear you’ll give my solution some serious consideration. Tell me, based on what we discussed so far, what is it that interests you the most?”
  • Listen for a legitimate response.
  • Then ask, “Since you need to give my idea some thought, that tells me you have some concerns, what are they?”

The toughest objection to address is the one you never hear. The right questions give you the answers you need to win the sale.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).