Learn
Learn
Close

What is 'They Ask, You Answer'?

A revolutionary approach to driving more sales from your inbound marketing.

Learn MoreLearn More

Free Courses in IMPACT+

Dozens of sales, marketing, and content courses inside IMPACT+. Start learning now.

See all coursesSee all courses
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close

Services Overview

See how you can dramatically increase your inbound leads and sales.

Services Overview

Digital Sales and Marketing Mastery

Fast track your team’s success with IMPACT's most popular service.

Digital Sales and Marketing Mastery

Web Design

Launch a beautiful website that consistently generates leads and revenue.

Web Design

Virtual Sales Training

Equip your sales team with comprehensive training designed to help them close more deals in today's virtual-first world.

Virtual Sales Training

HubSpot Training & Implementation

Train your company to take ownership of HubSpot and get the most out of your investment.

HubSpot Training & Implementation

Case Studies

See dozens of examples of companies succeeding with Digital Sales and Marketing Mastery and They Ask, You Answer.

Case Studies
Become a Certified Coach
Become a Certified Coach
Close

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

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

August 7th, 2018 min read

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/

Want to learn more about digital sales and marketing?

Master digital sales and marketing when you join IMPACT+ for FREE. Gain instant access to exclusive courses and keynotes taught by Marcus Sheridan, Brian Halligan, Liz Moorehead, Ann Handley, David Cancel, Carina Duffy, Zach Basner, and more.

Sign up for free
Take a peek

Access hundreds of FREE courses and keynotes

Free Course
Digital Sales & Marketing Framework for Today’s Buyers
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
A New Way to Compete & Win
By: Brian Halligan
View Course Preview View Course Preview
Free Virtual Keynote
How To Genuinely Feel Confident, Be Likable, And Build Trust On Camera
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
The Future of Marketing is Conversational​
By: David Cancel
View Course Preview View Course Preview
Free Deep Dive
HubSpot On a Budget: Getting Started with HubSpot Starter Hubs
By: Courtney Caldwell
View Course Preview View Course Preview
Free Course
Assignment Selling: Content is Your Greatest Sales Tool
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
The Big, Bold, Brave New World of Marketing​
By: Ann Handley
View Course Preview View Course Preview
Free Course
Investing in Incredible Digital Sales and Marketing Results
By: Chris Duprey
View Course Preview View Course Preview
Free Course
How To Show Your Content Makes Money With HubSpot Marketing and Sales Hubs
By: Liz Moorehead
View Course Preview View Course Preview
Free Virtual Keynote
The Visual Sale
By: Marcus Sheridan & Tyler Lessard
View Course Preview View Course Preview
Free Keynote
Marketing Tech: What’s Now, What’s Near and What’s Not Anytime Soon?​
By: Dharmesh Shah
View Course Preview View Course Preview
Free Course
Inbound Lead Generation & Conversion Optimization
By: Carina Duffy
View Course Preview View Course Preview
Free Virtual Keynote
Fundamentals of Videography: You Can Be a Great Videographer Too
By: Zach Basner
View Course Preview View Course Preview
Free Deep Dive
The Ultimate Customer Service Toolkit for Any Budget
By: Andriti Gulati
View Course Preview View Course Preview
Free Course
6 Topics Subject Matter Experts Need to Address
By: Kevin Phillips
View Course Preview View Course Preview
Free Keynote
Fanocracy: The Power of Making Business Personal​
By: David Meerman Scott
View Course Preview View Course Preview
Free Keynote
The Power of Pillar Content
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
SEO for the Future
By: Franco Valentino
View Course Preview View Course Preview
Free Course
Fundamentals of Social Media Marketing
By: Stephanie Baiocchi
View Course Preview View Course Preview
Free Deep Dive
A Practical Guide To Video Graphics
By: Colton Trcic
View Course Preview View Course Preview
Free Session
How To Get Your Community To Know, Like, And Trust You With Video
By: Marki Lemons Rhyal
View Course Preview View Course Preview
Free Course
Video Sales and Marketing Strategy
By: Zach Basner
View Course Preview View Course Preview
Here Are Some Related Articles You May Find Interesting

Want to Contribute Content to impactplus.com? Click Here.

IMPACT+ Sign Up
A FREE online learning community with on-demand courses, hundreds of expert-led sessions, thousands of your peers ready to support you, and much more.
Check it out
Hundreds of courses and recorded keynotes, completely FREE
Check it out
Access hundreds of digital sales and marketing courses and recorded keynotes, completely FREE