"I have to think about it."

“We have to think about it."
“We’ll get back to you.”

This usually occurs for one of three reasons:

• They truly do need some time to think about it.
• They have no intention of buying.
• They are procrastinating.

They truly do need time to think about it.

Remember that some people just don’t move as fast as others. Those of you that have been through our courses know that analytical people just take longer to act on their decisions. They are risk adverse. Help them by offering more information, or by trying to determine the major risks that are causing them to stall. They may just need time to reach a comfort level that allows them to move forward. Pay attention and stay in front of them. Demonstrate how you and your company will support them after the sale. They may also be waiting for approval from someone at a higher level.

They have no intention of buying.

They are just not sold. Get back to your original qualifying procedures to determine if there really is a need. They have no perceived need and may be hoping you just go away. Amiable people may not want to hurt your feelings by directly telling you no, so they just put you off hoping you will give up.

They are just procrastinating.

Use financial data to establish a sense of urgency. Show them the money being lost by putting off the project. Make a limited time offer. If you order this week, I can get faster delivery. Should you opt to use this technique, make sure you have a good reason for it. Don’t just say if you order today I can save you five percent. You lose creditability if you do not have to a good reason for this offer. Another option is to use their schedule to get them to buy. You said you wanted delivery by the end of the month. We need your order this week to make that happen. Remember, customers buy for their reasons, not yours. Your job is to figure out what is really going on in the mind of your prospects.