“I Want to Think About it” Objection

Here are some ideas for those times when you hear, "Thanks for the information, I want to think it over and I'll get back to you.": Objection: “I want to think it over” Option 1: “I understand. Just out of curiosity: “Do you understand that the benefits are exactly the same, just a better cost now, right?” • “And do you understand what we mean when we say, nothing changes in your doctor, hospital, and options here, don’t you?” • “Then while we’re on the phone together, what other questions do you have?” “Then just to clarify my thinking, what part of this do you need to think over? Option 2: “Are you going to be thinking over the better Medicare Supplement costs we spoke about today, or about whether or not this solution is the right fit for you?” Option 3: “I know I’ve given you a lot to think about today, do you mind me asking what part of this you’d like to think over?” Option 4: “I understand, and I’m sure you’ve got other options to consider…do you mind if I ask how we’re stacking up to what you’re also looking at?” Option 5: “__________, it sounds like you’re probably considering other options as well – do you mind if I ask who else you’re looking into?” Layer: “And how do we stack up compared to them?” Option 6: “__________, besides yourself, who else would be weighing in on this?” Option 7: “I totally understand; many people I speak with want to consider all their options before making a decision. Tell me, who else is in the running for this?” Option 8: “That’s no problem. Level with me, if you would, what would be holding you back from saying yes right now?” Layer: “And is this even a realistic option for you?” Option 9: “And as you think about it right now, what would be the major reason for not moving forward with it?” Option 10: “I understand – not everyone I speak with is ready to move forward with it right away. Quick question: “What would you need to see here for you to say yes to the savings/best plan you qualify for?” Thanks for inspiration from Mike Brooks on these! -Chris Westfall

Recent Posts