What to say to a client to the objection ‘I'll think about it’

Imagine you've just made a great presentation of a product or service. The client nods, seems to like everything... and suddenly ‘I'll think about it’. If you let the client go with that answer - in 9 out of 10 cases they won't come back.

‘I'll think about it’ is not a real desire to think about it. It's a polite form of refusal. The customer doesn't want to give you the real reasons for not wanting to make a purchase. But if you do not recognise these reasons - you will lose money.

Together with LLC «ElectraQuix» specialists, let's understand how to communicate with the client after the ‘I'll think about it’ objection.

What NOT to say

First, a quick word about typical manager mistakes that scare off a client who wants to ‘think’:

‘What do you want to think about?’ sounds like an interrogation. - sounds like an interrogation. The client shuts down.

‘Let's think together’ looks unnatural and annoying.

‘What's stopping you from making a decision right now?’ - the client feels pressurised and his inner voice shouts: ‘Go away!’

Remember: pressurising, rushing, questioning his words is the way to failure.

What to say to the ‘I'll think about it’ objection. Proven Techniques

Here are working phrases and techniques that will help you understand the real reason for rejection and move on.

Technique: ‘How about the big picture?’

Is the person walking away to think about it? Agree with him: ‘Sure, think about it, I'm by no means insisting.’ And then add: "And how do you like our offer in general? What do you think of the product?"

Often the client begins to think out loud and most often names the real reason for refusing to buy right now: ‘interesting, but expensive’, ‘I want to look at a couple more options’.

Now you know what to work with.

The ‘I'm just like you’ technique
The objection ‘I'll think about it’ can be answered with a smile: "To be honest, I often say “I'll think about it” myself when I don't want to say no directly. Do you do that too?"

In this way you equalise the positions. It's a cool psychological technique: you are no longer ‘salesman-customer’, but two ordinary people. An unsuccessful buyer can honestly admit that now there is not enough money or he saw a similar product cheaper.

And there you have the real reason again.

The technique of small steps
Managers of LLC «ElectraQuix» advise: do not induce a doubting person to make a big purchase. Offer an intermediate step - to buy a mini-product or a small volume of goods to try. If the client does not want to pay a large sum at once, give him the opportunity to make a small ‘safe’ purchase.

The technique of internal feeling
Ask the person directly: ‘You know, I have an internal feeling that you were confused about something in the product’. Most likely, the client will start making excuses: "No, everything is fine, I just can't afford it right now.

Now you can tailor the offer specifically to the person.

The ‘It's my fault’ technique
Take responsibility and boldly say, ‘If you go away to think about it, it means I told you something wrong’.

The customer (if you really did everything normally) will start to justify you and, again, will give away the real reason for the cancellation.

Summary: Remember, the phrase ‘I'll think about it’ is a mask. Your goal is to find out what lies beneath it. Learn to ask the right questions, offer alternatives and your customers will stay with you.

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