How to handle “Let me think it over…”

Here is a blunt but polite way to handle this common objection to moving ahead with a consulting project, from my friends at the Rain Group.

It is called “Get a Reality Check.”

“Most of the time I when hear, ‘Let me think about it,’ what people really mean is ‘No thanks.’ Can you tell me is that what’s happening here today?”

Many salespeople are afraid to pose this question because they believe they are somehow “planting a negative thought” in the prospect’s mind. David Sandler, the founder of Sandler Training, used to say, “You can’t lose what you don’t have.” If you need a reality check, ask for one.

Ironically, posing this question usually gives you the information you need to rescue the sale. You’ll learn if there is a chance of working together. If there is not, it is better to know now before you waste any more time.

This is but one of eight recommended responses. For all eight, visit here.

Your time is too important to chase non-opportunities. Furthermore, you need to know when to move on to better ones. It was our policy to make not more than three follow up phone calls. By being polite, we often got callbacks later.

But even if not, our time was better spent on paying projects.

Finally, don’t fear rejection. It is a fact of life selling anything. But you do need to know when to hold ’em and when to fold ’em. Asking the question above helps you decide.

P.S. Many years ago I enrolled in the Rain Group’s on-line class on selling professional services. Even as an experienced sales engineer I found it very useful in my consulting business. Or just read their book.

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