How many times have you run across this objection? "I just want to think about it." When you realize that this is just a smoke screen for their real objection you will understand how easy it is to overcome. The process to overcome all objections is basically the same. You always start by repeating the objection back to them. So in this case you would say "I completely understand you want to think about it". This will force them to give you more information. No matter what they say you will follow it up by repeating the objection as a question. "Just so I can make sure I've given you all the information you need, can I ask what is it you want to think about?" This will draw out that objection they have been hiding behind. At this point whatever the real objection is you will attack this head on.
For an example lets say that the real objection is money. "Its too expensive". This is when I will start to reason with the client. You know its only about the cost of a cup of coffee each day. A statement like this forces them to realize its actually a small cost. From here I will reattach their emotions to the sale. You said you wanted to lose 15 pounds, do you think looking and feeling better is worth $xx? A statement such as this forces them to say yes. Now that they have agreed once I'll ask another "yes" question. You can find $xx in your budget to make the weekly payments can't you? Once again they answer yes. Now that they are agreeing with you its time to ask for the sale. Great lets get you started.
Its as easy as that, just make sure to be confident and attack the real objection.
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