How To Overcome "I Need To Think About It"

Today, let's talk a little bit about the objection, I need to think about it. Those words, combined, are some of the most ugly words in the English language, especially when you've worked so hard and you know that dental implant treatment is for sure the right thing for that patient. It can be really hard because once they walk out the door, you'd never know what they're going to do. Obviously, it's their choice and we are not in the business of high-pressure sales, but I want to go over this objection with you.

The first thing that I want to talk to you about is that if this is happening a lot, I don't know exactly what the number is, but if it's happening pretty frequently, it's very likely that something is off in your sales presentation. It's not the set, it's not the quality of the people coming in. They're not all price shoppers. That's impossible. If we're getting this, I need to think about it all of the time, then there's something wrong in the sales process when they come into the office, okay? If it happens, occasionally that's completely normal and there are several ways that we can address that objection.

Essentially, it doesn't matter which method you use to address that objection. The main thing is, is you got to understand what's going on in their brains before they leave. If they say, "Hey, I need to think about this", and you just say, "Okay, sounds good. Call me back when you're ready or whatever." That's what we want to try to avoid. What we want to try to do is ask them questions so that we can understand what exactly it is that's going through their brain.

What I did is I actually asked some people in our Closing Collective. We have these hats, they have these golden CC on it. A Closing Collective is basically where we have faculty who are just really killing it, doing a phenomenal job with their practices, closing lots of deals. They're the faculty, with myself, and we have lots of good discussion in there. We release things first in the Closing Collective and we do virtual masterminds. We do interviews with these folks, and it's a place where all of those people can collaborate. Anybody can join the Closing Collective. If you're interested, just go ahead and reach out to us, but I asked some of the faculty what their responses are to that objection. I just wanted to read a few of these so that you can understand what you can do in a situation like this, with I can think about it.

Okay, number one. One person said they say, "Well, I'm kind of confused. I know you really want this. What's holding you back?" Most likely it's going to be money, or they need to talk to somebody or something like this, but you need to understand what it is. Here's another one. When they say, "I need to go and think about this," you can say something like this. "Okay, out of curiosity, what factors do you still need to consider?" That's one that one of the members of the Closing Collective put in as well. "Out of curiosity, what factors do you still need to consider?" One more, if you just feel like, you know what? This person's a red personality. If I push any further, even if I ask another question, it's going to completely turn them off. You can feel that in the consult. If that's the case, literally you can just set a very specific time. "Okay, great. Let's follow up on Monday and see where you're at." Or, "I'll follow up with you on Monday. How does that sound?"

Ask clarifying questions, so you can understand exactly what it is that they need to think about. That is really your goal. Then you can address each one of those things individually. Let's say, for example, they need to go and talk to their spouse. This video isn't meant to be a full-on objections training, but let's say they need to go and talk to their spouse. There's a couple things that you can do. You can schedule a virtual appointment to meet with them and their spouse. You can ask them, "If you go home and talk to your spouse about this, what do you think they're going to say?" I used that one a lot. Then most of the time, "Well, yeah, they were pretty supportive." "Okay, they were pretty supportive. Did they want you to do this?" "Yeah, they want me to do this." "Okay. Do you think there's anything they would say that would make you not go through with this?"

Then it probably comes down to, "Well, I need to really talk to them about how much this is going to cost and that kind of a thing." "Okay. Well, if you go home, you think about this for a minute, you guys talk it over, they're okay with the cost. How do you feel about it? Would you be ready to move forward?" "Yes, I would be ready to move forward." That's what you want. Then you can say, "All right, well, I'm going to go ahead and give you a call on Monday. Does that sound good?"

You've at least addressed all of those things. You know it's just the cost. That's all they need to talk about with their spouse, and you've set a date that you're going to follow up. That's one way you can deal with the I need to think about it objection and I need to talk about it with my spouse objection. I will just end with this in this video, if by chance you are having a lot of people come in without their spouse, it's time to talk about spouse and other decision makers in the set so that they start coming into the consultations with the individual who's going to get the treatment. Okay? Does that help? I need to think about it. They're dreaded words, but all it is, a time for us to go back, reflect how we can make the sales process better and really get clear on what's holding them back.

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