The “I Want To Think About It” Sales Objection

By Todd Liles The “I Want To Think About It” Sales Objection
technician performing inspection

When your client tells you, “I want to think about it,” what is really being said? Are they really going to contemplate your offer and then agree to meet again for the follow-up? Or are they objecting just to put an end to the conversation — and never really buy?

Read on to learn how you can eliminate this common objection, gain your client’s trust and successfully close the sale. Here at Service Excellence, we believe in empowering our clients to be the best HVAC technicians, electricians and plumbers in their industry. Let us help you learn how to tackle this common objection and secure the sale.

Empathize – Pull Down The Wall

After the objection comes out, you need to know that the client is going to be a little defensive and guarded. The next thing you say is critical to this technique working.

Let your client know they’re heard. Tell them you understand that they wouldn’t ask for time to think it over unless they were seriously interested.

electrician repairing an electrical outlet in a home

Clarify The Truth

Clarify with your client that they agree their home needs the options they’ve been shown. Be clear at this stage, and make yourself available to answer concerns that weren’t voiced earlier. This is all part of building client trust and differentiating between want and need.

Check It Off The List

Once it’s clear you’re offering your client a solution to something their home needs, work through the following list. Each of these points is an opportunity to go into deeper detail and field concerns the client may not have voiced earlier. Ask your client if they will tell you what it is they were wanting to think over:

  • Was it any of the options you recommended?
  • Was it any of the features of an available product?
  • Is the quality of your work a concern?
  • What about the reputation of your company?
  • What about any guarantees or warranties?
  • Reconfirm the other value points of your offer…

At this point in the conversation, level with your client. Ask them clearly if the investment is causing them concern. Oftentimes, clients have a number in mind that they think is a reasonable investment.

If your offer is deemed too high, they may “have to think about it.” But if that number they are thinking about is the same one on the page, they would be doing the paperwork right then and there. So ask them, how much over their number is your offer?

Pick The Close That Will Work

There are a number of powerful sales closes that will work from this point:

  • The Options Close – Show an item of a lesser price.
  • The Service Agreement Close – Give a discount that will get you closer to the total.
  • The Reduction Close – Demonstrate how the total amount is not that much over time.

Putting These Skills To Use

When faced with an objection, that doesn’t always mean you’ve lost the sale. With training from Service Excellence, you can learn how to overcome common obstacles and be more successful in the field.

If you’re interested in these benefits and more, then attend our next PRESS PLAY Training Series for Sales or Techs. And remember, at Service Excellence, we IGNITE THE POWER WITHIN!

What SETs Us Apart?

Proactive Business Plans

A proactive business is a successful business. That's why our team takes the time to make sure every client has a proactive, not reactive, business plan. Our strategies make your business run more smoothly and profitable.

Proven Results

Our training services help businesses identify and achieve their key performance indicators (KPIs). Whether it's increased revenue or higher satisfaction rates, our methods allow you to see immediate and continued results.

Personalized Training

Our team of experts works hard to make sure your business gets personalized training. We'll work with your team one-on-one or in group settings to set and achieve your business goals. We develop training based on your goals!

Prioritizing People

We believe that people are the most valuable asset. We strive to provide outstanding benefits, life balance, leadership, and support to our team. We believe in helping people reach their greatest level of growth, contribution and satisfaction.

Success Stories

I've increased my sales from $250,000 a year to over $400,00! This really works.

-Scott Putman, Putman Plumbing

Success Stories

Over $2,400,000 in sales my second year after training with SET!

-Chris Yanez, Selling Tech

Success Stories

I sold $18,867 on my first call after SET's Press Play for Sales event series!

-Jake Pettit, Selling Tech

Success Stories

We have been with Service Excellence Training since 2015 and believe it is an integral part (training, coaching, mentoring) to our overall business model.

-Judy Mueller-Hyde, Director of Operations
Hydes HVAC Company Logo

Trusted By

horizontal red and purpler plumbtite logo
142 Cimarron Park Loop, Ste E, Buda, TX 78610
Join our newsletter
© 2024 Service Excellence. All Rights Reserved
Website by Leadhub