That's a pretty common sales objection, right? Sales professionals hear that all the time.
What it really means: "I'm chicken and can't/won't make a decision" or "I don't really have enough information yet".
So, a great answer for that objection is, "I see. Can you tell me what it is you'll be thinking about?"
That will catch them off-guard. If you do a good job of probing, you'll find out a) what the real objection is, or b) that they really aren't going to think about anything, nor need to, and will be forced to give you a yes or no answer.
Using that come back for that (lame) excuse will save you a lot of time and headaches. Trust me.
I have used that trick in the past, but it makes me very uncomfortable to say. Maybe it's me, but it feels like I'm trying to pressure the person for an instant decision when they have expressly stated they don't want to make one.
Is that me being a chicken too? Maybe.
I have often found that if you ask what they want, then ask them something like:
"So, if I can get you the widget that meets quality standard 5000 next week for £200 there is nothing stopping you from going ahead right?"
They often either say "yes, that's right" or will suddenly find another problem that requires thought.
Either way you win.
Posted by: David | June 8, 2006 7:19 AM | Permalink to Comment