What if the client says, "I'll think about it"? If you have not fully disclosed information about the product being sold, ask if the client still has any questions.

When you hear from a client the objection "I will think" or "I need to think", there are several reasons behind this:

1. It is necessary to separate "true" and "false" objections. In most cases, with the false "I will think" objection, the client veils some other "true" objection. For example, he wants to compare the price, cannot make a purchase decision on his own, and so on. But does not tell you about it.
2. The client thus politely refuses you, because he is ashamed to tell you about it in person.
3. The client is an introvert and for him the value of your proposal is clearly not conveyed. He wants to traditionally take time for reflection.
4. The client is afraid of pressure from the seller and is afraid to make an irrational decision, for example, against the background of his preemptive shopping experience.

Accordingly, working with the objection "I'll think about it" comes down to continuing the dialogue without pressure and creating comfortable conditions for more detailed argumentation on the part of the client. On the basis of which, you will be able to determine the true reasons for the objection. Further, communication with the client is built depending on the identified cause. The methods given below will allow you to competently answer the objection "I'll think about it" and establish the reason for its appearance:

1. Concretization.

Client: - I need to think.

Seller: - Do you want to think about something specific?

1. Jumping.

Client: - I need to think.

Seller: - Yes, of course. Does the rest suit you? Do you like everything else?

1. Alternative.

Client: - I need to think.

Seller: - Yes, of course. Do you want to think about the price or the offer itself? Do you want to think about the financial or the technical part? Do you want to think now or do you need more time?

1. Verbalization.

Client: - I need to think.

Seller: - Yes, of course. And what is “to think” for you? Please clarify what you mean?

1. Lack of information.

The client says: - I need to think.

Seller: - Perhaps I did not give you enough information to make a decision. What information do you lack to make a decision?

1. Compliment

Client: - I need to think.

Seller: - It's great that you don't make quick decisions. We really appreciate clients who don't make hasty decisions. It is very good that you are a pragmatic person. How long will it take for you to make a decision?

1. Clue.

Client: - I need to think.

Seller: - Yes, this is worth thinking about. You know, as a rule, our clients think about (here you list the main reasons for what your clients think about). Are you talking about this?

1. Metaphor.

Client: - I need to think.

Seller: - Sometimes they say "Strike while the iron is hot!".

1. Echo.

Client: - I need to think.

Seller (interrogatively): - Do you want to think about it?

1. Sarcasm.

Client: - I need to think.

Seller (jokingly with surprise): - Above such a wonderful offer?

1. Psychological aikido.

Client: - I need to think.

Seller: - Of course, think, 10-15 minutes will be enough for you?

1. Translation into question.

Client: - I need to think.

Seller: - You will allow me, I will answer the question, why is it better to make a decision today?

Client: - Yes.

Seller: - This product is already running out (the discount is valid only today) and it may not be possible to buy it tomorrow on such conditions. Did I answer your question?

p.s. Test several options of the presented responses to objections in your field of activity and I am sure you will find the most effective solution.

We have been meeting for 3.5 years, we have been living together for 2 years. I work (I earn decent money), she is just a student, a hard-working girl, the apartment is always clean, tidied up, washed, ironed, put on a shelf, cooks excellently and always. Beautiful, slender, it would seem - what else is needed? Here it is, happiness. I am actively involved in table tennis, bought myself a sports bike. I became active. True, there are no companies more and more often due to the fact that I always have to be there, give her all the attention, because she completely pays it to me. She is always offended by something, I often don’t even know what. I come home from work in the evening tired - and on the doorstep meets a girl who, at the very first word, will be offended and quarreled so that she doesn't even want to have dinner, and in general any mood disappears. To make love - you have to persuade in advance and then put pressure on the fact that "you promised ...", because otherwise - "I don't want that, I can't do it right away." And during everything she remains very pleased and when asked "why did you break down and didn't want to?" the answer is “I don’t know”. I sit next to me all evening, talk, discuss some topics, watch a 20-minute episode of some series, and then at 11 pm he says to me - “at least give me 5 minutes,” I can't even say anything ... when I remember that the wedding is going on - it's generally dark ...

Peter, Odessa, 25 years old / 26.02.13

Opinions of our experts

• Alyona

  Judging by your letter, your girl is hard-working, beautiful, but stupid and boring. If in her 20s all her interests revolve around home economics, and the highest goal is a stay-at-home husband tied to her leg, then perhaps it is better to think ten times before marrying such a bore. After all, it will only get worse. She is not interested in anything, she considers your interests superfluous. She makes claims, gets offended, easily quarrels, barely meeting you after work - the behavior of a capricious wife, staying too late at home with a working husband. And she's not even a wife yet. Of course, a hard-working and homely woman is a plus in household... But only if it's a hired housekeeper. With a wife like this, after a while you will start howling like a wolf. I suppose she has no friends either, hence the rejection of your friends and the lack of understanding of how you can want to spend time with someone else, if there is SHE ... time is doing everything to make you want it less and less. For a start, it might be worth trying to rectify the situation by diversifying your evenings together. Try to organize outings to the cinema, in a cafe near the house, persistently invite her to play table tennis with you. Try to stir it up until it is completely merged with the furniture in your home. If she starts to give up everything - feel free to ask the question: "What's the matter?" And the offer to live apart in order to sort out your true feelings will be quite appropriate here. Sometimes people first enter into cohabitation, and then gradually begin to understand that they were in a hurry, but they cannot tell the other half about it. So dissatisfaction begins to manifest itself in everyday communication - through insults at trifles, through nagging, quarrels, unjustified demands, refusal of intimacy. Maybe your girlfriend herself does not know if she wants to marry you, and therefore does not behave quite adequately, looking for non-existent flaws in you. So the idea of ​​living separately and sorting out feelings and priorities will not be superfluous. It won't get any worse than it is now. But if you play a wedding on this wave ... Sometimes, in order to change relations in better side, you need to take a step back in them. Parting helps to better understand how you feel about a person and what you are ready to sacrifice for him, if you are ready at all.

• Sergei

  In my opinion, Petya, in your situation it is better to start by simply talking frankly with the girl. Based on your description, it could be anything. From the fact that in fact you are too carried away by table tennis and a motorcycle, to the fact that your girlfriend has another boyfriend, and for some reason she cannot confess to you. What really is there is still impossible to say. One thing is clear - there is more and more misunderstanding between you. Of course, you can just let things take their course. Any situation in which tension grows, one way or another, will itself reach a boiling point and break through. However, in this scenario, the chances that you can continue to remain a pair are greatly reduced. Therefore, I think that it is worthwhile to have a serious conversation and try to dot it, without taking matters to extremes. After all, it is quite possible that you do not notice or understand something. Let your friend explain what is happening. Just try to prepare for the conversation by collecting the facts of her not quite logical, in your opinion, behavior, and not fall into accusations. You are adults who have lived under the same roof for two years. You just want to understand the reasons for what is happening and, if possible, improve the situation. If she can't really say anything, she starts avoiding answers, falling into hysterics, then it's probably too early to think about the wedding. I’m afraid you’ll waste your time and money. It is quite possible that she has someone else, and she can not decide in any way with whom she will stay.

The classic situation: you clarified the needs of the client, presented the product correctly, told him everything in detail. In the end, the client still says to you: "I'll think about it." Well, what is there to think about? And the offer is profitable, and the product is good ... And he: "I'll think about it." After all, everyone perfectly understands that there is nothing to think about, and the client thus veils his refusal.

The problem with the "I will think" objection is that it is hidden. It is not immediately clear what prompted the client to respond in this way. Most of the time, though, the motives are pretty obvious:

• The client does not want to justify his refusal.
• The client avoids answering no directly.
• The client is not ready to make a decision right now.
• The customer received insufficient information about the product.
• The client is really going to think (in rare cases when it comes to a difficult decision, the adoption of which is influenced by various factors).
• The client is concerned about the price.

If you go along with the client and give him time to think, the next time you talk, it usually turns out that he forgot about his promise. The deal is stretching. Time and money are wasted. Therefore, the methods of influencing the client are so relevant, which we will talk about below.

So what if the client says, "I'll think about it"?

Method 1. Classic

Most often, managers use this method in their work. Its essence is that when you think about the client's proposal, you say:

- Let's think together. What exactly confuses you in the proposal?

With this question, you are encouraging the client to express their concerns more concretely. By the way, if the client hesitated while answering a question, most likely his offer to think was just an excuse. In this case, you need to help him with leading questions:

- Are you confused by the price?
- You need Additional Information to make a decision?

Objection- This is a meaningful disagreement between the client and the seller.

False objection- the customer's objection, which he uses as a disguise for the true reasons why he does not want to contact the seller.

Method 2. Clarification

In fact, this is a variation of the classic way. You tell the client:

- Let's do it. And may I ask, what exactly are you going to think about?

In this way, you also encourage the client to continue the conversation and reveal the reasons for the rejection. In addition, you can take the client back to the clarification stage:

- I agree with you, just to clarify ... (question about needs).

Method 3. Focus on benefits

If the client expresses a desire to think, you turn the conversation to the topic of benefits. It's good if you have a couple of trump cards in store for last. At this stage, it is important to arouse the client's interest in the conversation, so the arguments must be strong and convincing enough.

- I agree, it's worth considering. Pay attention to ... (story of benefits).
- I completely agree. Especially worth thinking about ... (benefit story).

Method 4. Time limit

Notify the client that the terms of the special offer are limited. This will encourage him to "think faster."

- Okay, just want to remind you that the time is limited: only today there is a 10% discount.

Method 5. Ask directly

The point of this method is to act unexpectedly. Just keep in mind that this turn of events can be confusing for the client. Then, to help him overcome the confusion, you will need to ask him leading questions (see point 1).

- From my own experience, I know that such a response is a hidden refusal. Tell me, what is the real reason for your refusal?

And finally, before using all these methods, it is worth doing everything possible to avoid client objections. You shouldn't give him another reason to say: "I'll think about it." Take care to provide him with all the information he needs. At the same time, it is important not to overdo it, to speak briefly and to the point. Then the likelihood of facing such an objection will decrease.

And if you want to learn how to correctly respond to other customer objections, as well as to master other subtleties of the sales stages, I invite you to

Indeed, the objection I WILL THINK, occurs very often and is typical for absolutely any sales - from small retail to large corporate transactions.

That is why this objection I THINK has already been repeatedly sorted out by many business trainers in their videos.

But while watching these videos, I caught myself thinking that all the techniques that are offered to us for use mostly copy each other and, what is most unpleasant, are more like cheap manipulations in sales.

Objection I THINK: Answers I wouldn't use

You know that I am not a supporter of manipulation and excessive pressure in sales, so personally I would not use such approaches:

“I WILL THINK,” says the client. Manager's answer options:

• What is stopping you from making a decision right now?
• let's think together!
• I see you still have doubts? Let me scatter them now!
• and other similar options

Personally, I perceive each answer as an attempt to push my solution (or rather, sell my product) and I do not recommend using these trivial techniques (although I do not exclude that they worked before, and now there are still clients who will normally respond to such sales techniques ).

Objection I THINK: what to answer? TOP 5 best techniques. Ready answers.

I have recorded a short video for you, in which I talked about my 5 favorite techniques for dealing with the I WILL THINK objection.

In this video, there are no banal and ineffective advice like "What confuses you?", "What are you going to think about?" and "What is stopping you from making a decision now?"
Such responses only annoy customers, and do not propel you to a deal.

01:38 Technique "Question of relevance + alternative"
03:04 Global Compatibility Technique
04:32 Technique "There is a nuance ... Otherwise, there is a risk"
06:31 Lost Time Technique
08:34 Technique "It feels like ..."

Oleg Shevelev is a sales practitioner with experience in active sales more than 10 years, clouser (specialist in closing deals), business coach, author of 9 training courses on sales and sales management. One of the few business trainers who shows by example how to sell (see the video "real calls").
Formerly a sales manager, head of the sales department at the TOP-30 bank, the head of the sales unit at the TOP-5 insurance company, and a regional business coach at the TOP-30 bank. Winner of sales contests. Has built dozens of sales departments ..

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