Urgency

"I Need to Think About it."

I appreciate you sharing that, knowing you want to think about this, how much time do you need? (Wait for answer.) I know you wouldn’t take (guest's answer) to think about it if this wasn’t something you were serious about wanting to do today, correct? Otherwise, this would be easy to say no to and you'd be on your way. Knowing you would take (guest's timeframe) to think about it, what type of things would you consider?

"Think about it” is not an objection.  What the guest has to think about is the real objection we must uncover and overcome.

Think About it / Not Today

“Of course and let me ask you something.

Are you anything like me where sometimes you can barely remember what you ate for dinner yesterday, let alone every detail of a conversation?” laugh

“It seems like that happens to all of us.

The reason I ask is because when people wait a day, a week, or a month, they usually aren’t making a decision with more information—they’re making it with less. Some of the important details we discussed today naturally start to fade.

So, knowing that everything is fresh in your mind right now, when do you think you’re in the best position to make a choice: today while all the facts are clear, or later when you’re trying to recall everything from memory?

Think about it

Time doesn't make decisions, information does wouldn't you agree? Knowing that what information do you feel you would need to make a choice today?

Think about it early in the presentation:

It is perfectly normal for you to feel that way. Let's make sure you have all the details so that you have everything needed to think about it. After getting all the information what do you see being the most important part that you'll want to think about most?

Closing on numbers - Think about it

“What would you be thinking about the most, the initial deposit, the monthly, the overall total, or a combination?”

(Whatever is said respond)

If you put the ball in their court they will lowball you example asking, “how much less would it need to be?” This can eliminate any hope for negotiations. Rather

drop by a certain amount that you can sell at and ask:

“so if it was X amount that would be more manageable for you?”

Think About it After Presentation is done

Do you remember telling me you liked everything about this XYZ and how it would improve 123? I guess now I'm a little confused about what you need to think about. Would you mind sharing that with me?

(Draw out the true concern).

"We Don't Make Same Day Decisions / We'll Do it Later/ Not Today"

I appreciate you sharing that. Let me ask you something. You and your spouse probably have a conversation regularly about what you're going to do for dinner right? When that conversation happens, you're looking at different options and choosing which one you want most, wouldn't you agree? 

That's really all we are doing here today and at the end here you're simply making a choice between keeping things exactly as they are or moving forward with a solution that addresses the concerns we discussed. Either answer is okay, the only thing I'm asking is that you make your choice based on the information available today rather than postponing a decision that ultimately has to be made.

Not Today/ We don't make same day decisions:

We all make commitments to better our lives. Do you share that belief? The choice today is between this or that. Which is more beneficial to you and your family?

We Will do it Later

Do you know the cost of procrastination? The life you could have lived. 

Not today when closing

You must have a good reason for feeling that way. Would you mind sharing with me what is keeping you from wanting to move forward today? Earlier when I asked if there was anything that would prevent you from moving forward you both said, “No.” Do you mind sharing with me what has changed? Is it the monthly payment or the initial investment that is holding you back?

We are okay with what we have

Have you seen the Settlers DIRECT TV neighbors commercial? The boy runs out to his father and asks, “Father why can't we have DIRECT TV like the McGregor's do?”; The father stops his ox and says, “We're settlers son. We settle for things like having cable instead of Direct TV.”; After the dad says hi to his neighbor, the boy asks, “Do we have to live with lower customer satisfaction?”; The father responds with, “I'm afraid so., son I'm afraid so...”; The commercial ends with the dad telling the boy to go churn some butter and then make his own clothes. The announcer's call to action is not to settle and upgrade to DIRECT TV. The commercial is hilarious but the concept of settling isn't so funny.

I'm not saying you are but I would hate to have you settle for what you have versus what you could have, and what you and your family deserve. Wouldn’t you agree?

We are okay/fine with what we have

I appreciate you sharing that, let me ask you something respectfully, When did just, "okay" become okay? A lot of people tell me they are okay with this or that. But, "okay" isn't usually where people want to stay. Like if you went to a restaurant and said it was just okay you're want to find another place that you consider better than just okay right? Or it's like someone saying, "Our marriage is okay" Nobody dreams of having an okay marriage, they want a great one, would you disagree? (No.) So lets see if we can take you from just okay, to great. So if you have X what do you see improving most?