How to Reply to the "I Want To Think About It" Objection When Selling Cleaning Services
When cleaning service prospects tell you, “I want to think about it”, do you respond by saying something like, “Ok, let me call you back in a week”. After all, they haven't said no, so you still have a chance, right?
If you've been in sales for any length of time, you already know that this is either an avoidance objection, or there is some other underlying issue you haven't uncovered. So how should you respond to this objection?
Here are a few ideas.
- Let them know that whenever YOU tell someone you need to think about it, it usually means one of three things.
1) I'm really not interested; I'm just trying to be nice.
2) I'm interested but I can't move forward yet because I need to talk to my partner, it's not in the budget right now, or something else is holding me back.
3) I'm interested, but now isn't the right time. Next ask them which one of these things is holding them back right now? - Let them know you absolutely understand that they want to think about it. But before you go, ask what factors they'll be considering when thinking about it, so you can answer any questions they have before you go. Get them to talk about this as much as possible to see if they uncover any hidden objections you haven't yet answered.
- A third idea is to let them know you understand they want some time to think about it, and right away suggest a time you can call back to follow up. Then ask what needs to happen between now and then to convince them to move forward with hiring your service. Again, you're trying to uncover the hidden objections.
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Jean Hanson helps owners of small cleaning companies build a more profitable and successful cleaning business through his online community at TheJanitorialStore.com. Read inspirational cleaning success stories at http://www.cleaning-success.com, and sign up for weekly cleaning tips at //www.thejanitorialstore.com.
