Back to Learning Center
Subscribe
Join 40,000+ sales and marketing pros who receive our weekly insights, tips, and best practices.
Thank you! You have been subscribed.
Learning Center
Learning Center
Close
The IMPACT Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Access the Learning Center

Access the Learning Center
learning_center_grey__What is They Ask, You Answer-v2-black

What is They Ask, You Answer

What is <span>They Ask, You Answer</span>
Articles, Podcasts, & Updates

Articles, Podcasts, & Updates

Articles, Podcasts, <span>& Updates</span>
Free Courses & Certifications

Free Courses & Certifications

Free Courses & <span>Certifications</span>
On-Demand Keynotes & Sessions

On-Demand Keynotes & Sessions

On-Demand <span>Keynotes & Sessions</span>
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
They Ask, You Answer Workshop

They Ask, You Answer Workshop

They Ask, You Answer Workshop
Navigation_8_2021_workshop

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Development

Website Design & Development
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close
Contributor

“Let Me Think About It:” How to Turn Sales Objection Into Opportunity Part 2 [+Video]

By Jason Swenk

“Let Me Think About It:” How to Turn Sales Objection Into Opportunity Part 2 [+Video] Blog Feature

This is the second installment in my series on Agency Sales Objection Handling.

If you missed last month’s article, it’s all about how to respond when a new business prospect says “send me more information”... which is super annoying, right?

But equally frustrating is when you spend a ton of time winning a new client only to hear them say, "let me think about it."

Is it a real sales objection or just a put-off? Do they actually need more time to think about it? You’ve covered everything they need to know, so what else could they possibly need to think about?

Unfortunately, this is a pretty typical response.

I know firsthand because it was a common put off for me and my agency’s sales team.

Luckily, there is an easy solution that can be met with a few upfront questions n.

Now, if it’s a put off then your prospect just doesn’t want to say “no.”They think they’re being nice, but really have no intention of working with you.

That’s why you need a solid B.S. detector :)

However, if it's a legitimate objection (and, a lot of times it is) then you can actually prevent issues by gathering more information upfront.

3 Ways to Avoid “Let Me Think About It”

When you hear “let me think about it” it’s usually due to one of three reasons:

  1. The prospect remains unclear about the plan. You may be using phrases or jargon that makes it unclear what you’re going to do for the client. You may be using agency-industry language when you should be using the client-industry language. Are you being clear and concise in how you present the plan?

  2. The prospect is unclear about the results. Remember, you are not selling your agency’s services to your prospects, you’re selling them on results. Do they understand how your solution will ease their pain point or resolve their issue? Have you established trust and authority in order to build their confidence in your ability to deliver successful results?

  3. Your agency is unclear on one or more of the N.B.A.T. criteria. That is, Need, Budget, Authority, and Timing…. and this one is a biggie! Make sure you understand N.B.A.T. before you even begin to gather information for a proposal. NBAT is the best way to qualify your prospects, so you don’t waste time with the wrong ones and only spend time on the ones that are ideal for your agency.

N - Need:  Ask what the specific needs are and what specific end results they’re expecting.

Ask how this project fits in with the overall company vision and their short-term and long-term goals.

If they need to pull in another person to answer that question, hold onto that nugget of information because you should be talking to the people who understand the big picture.

B - Budget: Ask for the budget within the first 10 minutes. More often than not, you won’t get an actual number and they’ll dance around the subject, but you need to know their budget and determine whether their expectations are reasonable and achievable.

A - Authority: Were they able to answer the questions about Need and Budget?

If not, and they gave you another name or two, then you know who you really need to be talking to. Get that person in the room before you get too deep. You need to be talking to the decision makers.

Sometimes “let me think about it” really means “let me pass this onto my boss.”

T - Timing: Only you know what you can do and how long it takes. You might really want or even need this project but, if the timing has unrealistic parameters you are setting yourself up for failure.

So, as you prepare for your next new business pitch, instead of dreading the “let me think about it” line, approach the pitch proactively.

Make sure you’re clearly defining the plan and the results and have a full understanding of NBAT.

When you have all these bases covered, you’ll drastically reduce or even eliminate this objection.

Be sure you check out next month’s edition to this series. And, if you have a sales objection you’d like me to cover send it to me at https://jasonswenk.com/AskSwenk/

Topics:

Contributor
For Sales Leaders and Sales Teams
Published on August 7, 2018

Recent Articles

What is repelling content and how can you use it to increase sales?

By Lyndsay Cambridge on May 21, 2021
7 min read

From brand MVP to rebranding: 7 lessons from rebranding our startup 3 years in

By Anum Hussain on March 22, 2021
11 min read

How to have a great first sales meeting: the 3-step preparation process

By Steve Bookbinder on March 17, 2021
9 min read

Do you need a sales mentor?: 5 reasons the answer is yes for B2B sales pros

By Steve Bookbinder on February 18, 2021
5 min read

3 ways B2B sales managers can set their teams up for success in 2021

By Steve Bookbinder on January 22, 2021
6 min read

5 B2B sales tips for selling in December and ending the year strong

By Steve Bookbinder on December 17, 2020
5 min read

6 training exercises every B2B sales pro needs to practice today

By Steve Bookbinder on December 1, 2020
7 min read

3 key focus areas for becoming a more effective account manager

By Steve Bookbinder on October 28, 2020
6 min read

4 ways brands can use social media appropriately during COVID-19

By Pratik Dholakiya on October 16, 2020
5 min read

3 ways sales pros can make a great first impression (while selling virtually)

By Steve Bookbinder on September 16, 2020
5 min read

5 ways B2B sales pros can increase influence with c-level buyers

By Steve Bookbinder on August 20, 2020
6 min read

The marketer's 5-point guide to thriving in a sales environment

By Brooklin Nash on July 24, 2020
5 min read

7 savvy tips to boost conversions in your retail e-commerce store

By Pratik Dholakiya on July 17, 2020
6 min read

Managing a remote sales team? 6 tips for creating the right communication cadence

By Steve Bookbinder on June 26, 2020
5 min read

Virtual selling: the essential video sales call checklist

By Steve Bookbinder on May 20, 2020
6 min read

The 11 best blogging platforms for publishing content

By Maddy Osman on April 20, 2020
7 min read

Selling in times of crisis: 4 tips to use today to ease uncertainty

By Steve Bookbinder on April 15, 2020
6 min read

Turning customers into fans: The truth may hurt, but customers appreciate it

By David Meerman Scott on April 8, 2020
4 min read

4 behaviors to get your sales reps thinking like CEOs

By Steve Bookbinder on March 19, 2020
7 min read

How to use mirror neurons to win fans with your marketing videos

By David Meerman Scott on March 18, 2020
5 min read

6 ways social media can help for the greater good

By Michael Deane on March 5, 2020
8 min read

4 easy ways to deliver a sales experience your customers love

By Steve Bookbinder on February 19, 2020
4 min read

[New Data] 3 ways to win more revenue from the 2020 State of Competitive Intelligence

By Ellie Mirman on January 29, 2020
4 min read

5 tips for building a world-class remote marketing team in 2020

By Matt Shealy on January 21, 2020
7 min read

3 tips to propel your sales productivity in 2020

By Steve Bookbinder on January 15, 2020
4 min read