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Content

Say This When They Say “We Need to Think About It”

⏱️ 8:18 🎤 Tom Reber
AUDIO EPISODE
Say This When They Say “We Need to Think About It”
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Chapters

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  • 0:00
    You're Causing the Objection
    The host argues that contractors are usually responsible for the 'I need to think about it' objection, which is often a polite 'out' from homeowners.
  • 0:30
    It's Not an Objection
    This common phrase isn't a deep thought process, but rather a sign that something feels off or unclear to the prospect.
  • 1:33
    Why They Say It
    Common reasons include unexpected cost, lack of perceived value, desire for more bids, spouse not being on board, or lack of trust in the contractor.
  • 2:20
    The One Thing to Say
    When faced with 'I need to think about it,' respond with: 'Totally fair. Usually, when someone tells me that, it means there's something that doesn't feel clear. What feels off right now?'
  • 2:58
    Stop Creating It
    The best way to handle this objection is to prevent it by fixing your sales process, not just having a clever comeback.
  • 3:37
    Not a Quote Machine
    Avoid simply measuring, talking scope, and dropping a number; this is 'quoting and hoping' not selling.
  • 4:00
    Preventative Sales Steps
    Key steps include getting to the real motive, discussing money early, aligning decision-makers, setting expectations for honesty, and building value.
  • 4:46
    Repeat The Play
    Reiterates the recommended response and the importance of shutting up afterward to let the homeowner explain their hesitation.

Speakers

T
Tom Reber
Host

Key Takeaways

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Recognize that 'I need to think about it' is often a polite way for clients to express confusion, discomfort, or lack of perceived value, not a genuine need for extensive deliberation.

✦

Stop viewing 'I need to think about it' as an objection to overcome and start seeing it as a symptom of a flawed sales process.

✦

Prevent this objection by identifying the client's true motive early, discussing budget expectations proactively, and ensuring all decision-makers are present and aligned.

✦

Do not act as a 'quote machine' by simply providing a number; instead, build significant value for the client, explaining 'why' your solution is the best fit.

✦

When a client says, 'I need to think about it,' respond with: 'Totally fair. Usually, when someone tells me that, it means there's still something that doesn't feel clear. What feels off right now?' then remain silent.

✦

Fix your sales process by focusing on leading the conversation, fostering transparency, and addressing potential concerns before they manifest as the 'think about it' excuse.

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