The “I need to think about it” objection: what to ask

What usually sits behind the request for time, four responses that bring the open question onto the table without pushing, and how to stop thinking it over from turning into forgetting.

It also sounds like this: “I’ll think it over.”, “Give me some time.”, “Let me sleep on it.”

When the objection comes

At the end of a meeting or after the proposal, when the decision is due.

What’s behind it

An open question that hasn’t been voiced.
How to tell: The person was interested in the conversation and turns vague at the close.
A genuine weighing-up.
How to tell: They say what they want to compare or clarify.
A polite no.
How to tell: No interest in a next meeting, no follow-up questions.

How to respond

“Of course. So I can help: what exactly would you like to think over?”
Brings the open question onto the table while you can still answer it.
“Is it more about the price, the timing or whether it fits you?”
Three options make the answer easy, and it is almost always one of them.
“What would need to happen for you to be sure?”
The answer is the way to the decision: a reference, a trial, a conversation with someone in-house.
“Good. When shall we speak again, Tuesday or Thursday?”
Puts an end to the thinking time. Without a date, thinking it over quickly turns into forgetting.

What not to say

“What is there left to think about?”
Sounds like pressure and puts the person on the defensive. Then the open question is even less likely to be voiced.
An offer that is only valid today.
Artificial time pressure costs trust and often turns a maybe into a no.
“Get in touch when you’re ready.”
Hands the conversation over. Agree the next step while you are both still in it.

If the objection stays

If the person needs time, agree a date for the next conversation, and until then answer exactly the question that is open, nothing more.

Frequently asked questions

What is behind “I need to think about it”?

Usually a question that wasn’t voiced in the conversation: about the price, the timing or whether it fits. The question “What exactly would you like to think over?” brings it onto the table.

How long should I wait after “I’ll think about it”?

As long as you agreed together. Ask for a date for their answer instead of waiting for a call that won’t come.

How do I respond without putting on pressure?

Acknowledge the thinking time and then ask about the content, not the decision: “What would need to happen for you to be sure?”

More objections

All objections at a glance, with two responses each →Objection handling techniques: from the clarifying question to pre-empting →