Free training · Objection
“I need to think about it.” Find out what they're thinking.
Nobody goes home and opens a spreadsheet. “I need to think about it” almost always hides one unresolved concern: money, timing, trust or a partner. This script brings it out, while you can still solve it.
The one rule: take the pressure off first.
If you push, the wall goes up. If you agree and act like the call is ending, the wall comes down.
- Step 1
Agree completely
“No problem, I totally get that.”
- Why it works
- Nothing to defend. Their guard drops immediately.
- Step 2
Set the timeline
“Can you get back to me by Tuesday, so I can block the time?”
- Why it works
- It sounds like the call is over. That's exactly when people relax.
- Step 3
Sell the exit
“Okay… before I go… what exactly do you want to think through?”
- Tone
- Concerned, slower, softer. Not curious-excited.
- Add-on
- “…just so I know what questions you'll have on Tuesday.”
- Step 4
Handle the real concern
“Honestly? I'm not sure we have the budget.”
- Next
- Now you have the real objection. Ask about it: “When you say budget, is it the total amount or the timing of payments?”
- Listen for
- Money, timing, trust, partner. Each needs a different conversation.
- Step 5
Practice drill
Role-play it with a colleague 5 times.
- Do this
- Let them pick a hidden concern each time without telling you. Your job is to find it in under 2 minutes.
Want me to run this with you on your calls?
In 1:1 mentoring we go through your real recordings and turn this into your own close. Apply in 2 minutes.