Skip to content
What 'I Want to Think about It' Really Means
Vanessa

Vanessa

What ‘I Want to Think about It’ Really Means

If you’ve done a good job of qualifying your Financial prospect, identifying their needs and truly listened to how you can help them, they really shouldn’t have to “think about it“.

It’s just another way of politely saying:

  • they are not sold
  • they don’t trust you
  • you still haven’t uncovered my buying motive
  • or worse I don’t like you
 

What do You do when they want to Think about it?

 

The average or under-producing sales person, will say “sure, when should I follow up?”.

They want to believe the Financial prospect is being straightforward.

Hoping it will convert into a sale or new business.

But more than anything, they don’t want to press forward.

They want an easy out and rather avoid rejection, than collect a decision.

avoidingrejection

The Elite Sales Pro and top producer, is going to double-click and ask the tough questions.

They want to get the info they need to earn the business.

Sometimes that means putting your prospect on the spot.

One of your main roles In Business Development, is to help your buyer get out of their own way.

It’s common as buyers, for us to be reluctant. 

We don’t want that salesperson to sell to us.

So we throw out knee-jerk responses, “Oh I’m just browsing”.

But the reality is – if you walked on the car lot, you most likely did so because you’re looking to buy a car.

If you’re trying-on coats, you are in the market for one.

Sure we all window shop ocassionally. 

But once you’ve decided to go for a test drive, you’re wanting to make a purchase.

How do you get around the ever popular: “I want to think about it” objection?

First you make sure you’re speaking with the Decision Maker.

Secondly, you get real with them.

If you’ve:

  1. Spent quality time getting to know and understand your buyers needs
  2. Identified they have a problem your product/service can solve
  3. Built enough rapport; you ask meaningful questions.
 

Here are a few examples of what those questions should look like:

“I know you’re serious about growing your business. And want to take your revenue the next level. So be honest with me – what do you need to think about?”

Or

“I can appreciate you wanting to think about this and make sure you’re not making an impulse buy. Would you mind telling me how I can best support you to make this purchase for yourself?”

The idea is you should’ve earned the ability to ask these types of questions by now.

If you have not, then there is more work to be done…

Your prospect will either respect you enough because of the time and effort you’ve invested in them, that they’ll answer honestly.

Or because they were not expecting you to ask so boldly, will answer with the truth. 🙂

Regardless of what the real answer is, an objection is a positive sign and an indicator your prospect simply has some unresolved issues.

In other words, they are still interested.

They just need you to dig a little deeper and get to the real reason they are not ready to pull the trigger today.

To earn more & help more, you must be willing to do more.

If you don’t, some other advisor will. 



Share this post

Recent Posts

If you’ve been in Sales for a minute – you’ve heard of categorizing your leads. The good ol’ are they HOT, WARM or COLD...But is this the best you can do?

As a Financial Advisor there are many ways to market yourself. When crafting your brand online & offline – you must know why you do what you do...

The Financial Services industry is more competitive than ever. More people are seeking advice than ever. Are you being the best Advisor ever? 7 reasons Advisors should have Annual Reviews.

New Apps are launched every day - and it’s impossible for any one person to stay on top of them all. To help Financial Advisors narrow down types of apps to use in their business - here are some must-have tech tools...

There is no 'surefire' way to guarantee financial prospects will choose you, but there are definitely things you can do to improve your odds! These tips are ways our Advisors consistently build more value for their time & get better results.

CRMs have been around for years and there are now More Choices than ever. We Outline 3 Key Things to Consider When Choosing Your Financial CRM.

Working 1000s of Financial leads from all over, we know there is no one-size-fits all lead. Therefore, Financial Advisors must do their due diligence to find the best leads for their business.

Technology is Fantastic and can make our lives easier (when used correctly). If you are a Solo Financial Advisor avoid these 5 Tech Mistakes.

Chasing Financial Leads or Prospects is a Waste of your Time & Money. Your Doctor Doesn't Confirm, Remind or Reschedule Appointments. Find out Why Chasing Leads Doesn't Work.

With So Much Going on in the World today, More distractions (means less attention for you or your product). Are You Nurturing Your Leads Enough?

Contact Evolvd

Want to learn more about how Evolvd can help your business?
Use the form below so we can schedule some time to talk!

© 2021 Evolvd LLC

Secured by PayPal