In-Home Sales Objection Handling: Addressing "I Need to Think About It"
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After spending 35 years in this business and personally visiting over 16,000 homes, the most common phrase I hear at the end of sales presentations is, "I need to think about it." In this guide on in-home sales objection handling, we’ll explore the two main reasons customers say this and how to respond effectively. Understanding these reasons will help you turn a potential "no" into a "yes."
Why "I Need to Think About It" Isn’t a Real Objection
The statement "I need to think about it" is not a true objection; it’s often a polite way for customers to say "no." Think of it like a proposal. If someone you propose to says, "I need to think about it," the reality is they’re not saying "yes." In in-home sales objection handling, recognizing this distinction is crucial to addressing underlying concerns.
Reason 1: The Customer Isn’t Sold on Your Product or Price
The first reason customers might say they need to think about it is because they’re not convinced about your product or price. Sometimes, it’s just a blow-off. People often use this phrase when they aren’t interested but don’t want to be direct. In this case, improving your sales presentation is essential.
Establish Interest Early: During your presentation, make sure the customer genuinely wants the product before moving into the closing phase.
Pre-Close Commitment: Use questions like, “If this is affordable, is this the product you want?” or “Other than the money, is this what you want?” This way, you confirm interest before discussing price.
When in-home sales objection handling is done correctly, the closing phase simply becomes a way to help the customer get what they already want.
Reason 2: "I Need to Think About It" as a Common Smoke Screen
The second reason this phrase comes up is because it’s often the default reaction at the beginning of closing. Closing a sale typically involves easing the customer from "no" to "yes." Especially in a one-call close, the initial response is usually "I need to think about it." However, with skilled in-home sales objection handling, you can gradually move them towards agreement.
Uncover the Real Objection: After the customer says, "I need to think about it," try to uncover the true concern by asking, “Do you mind if I ask you a question?” This helps bring out the underlying issue.
Convert "Think About It" to the Real Issue: If you’ve done your presentation well, the true objection usually relates to money. By isolating the objection to the price, you can then address it directly.
Techniques for In-Home Sales Objection Handling
Here are specific methods for handling the “I need to think about it” objection and converting it into actionable responses.
Method 1: The "Isolator" Technique
When the customer says, "I need to think about it," respond with, “That’s not a problem. Do you mind if I ask you a question?” Gradually isolate their concern:
Confirm Their Comfort with the Company and Product: Ask, “Is there something about the company or the product you need to think about?”
Bring it to the Money: Once they confirm comfort with the company and product, ask if it’s about the price. This way, you can shift the conversation to addressing affordability concerns.
Method 2: Using a Visual Aid
Another simple way to handle this objection is by using a product sample:
Show the Product and Price Separately: Hold up a sample of the product and ask, “Is it this?” Then point to the price and ask, “Or is it this?”
Focus on Price: If they indicate the price is the concern, follow up with, “Other than the money, is this something you definitely want?” This approach directs the conversation to affordability.
Method 3: Listening and Acknowledging the Price Concern
Sometimes, customers will reveal their true objection when they mention the cost. If they say, “I need to think about it; it’s just a lot of money,” respond by acknowledging it directly. Say, “I noticed you said it was a lot of money. Other than the money, is this something you definitely want?” This way, you are validating their concern and helping guide them to a decision.
Mistakes to Avoid in In-Home Sales Objection Handling
One of the worst ways to handle the “I need to think about it” objection is to bluntly ask, “What do you want to think about?” Often, customers will reply with “everything,” which leaves you with nowhere to go. Avoid this open-ended question and focus on specific techniques that help you get to the real objection.
By mastering these in-home sales objection handling techniques, you’ll be better equipped to close sales effectively and help customers get what they truly want. For more insights into closing strategies, check out our video or explore the playlist on in-home sales closing techniques.
