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Hearing “I’ll think about it” from a prospect can feel like hitting a brick wall. It’s frustrating, confusing, and often leaves you wondering what went wrong.
But here’s the thing: “I’ll think about it” isn’t the real problem.
It’s just a symptom of something deeper.
When a prospect says this, they’re not rejecting you outright.
They’re signaling hesitation, uncertainty, or even fear.
And most of the time, it has nothing to do with your solution or your pitch.
The real issue lies in what’s happening beneath the surface.
Your prospect might be worried about making the wrong decision.
They could be carrying baggage from a past experience where they felt burned.
Or maybe they’re just not sure if they can trust you yet.
Whatever the case, “I’ll think about it” is their way of creating space to process those emotions.
So, how do you handle it?
First, resist the urge to push.
Trying to convince them to move forward will only amplify their resistance.
Instead, take a step back and acknowledge their hesitation.
You might say something like, “I get the sense there’s something holding you back. Would you be open to sharing what’s on your mind?”
This simple question does two things.
It shows you’re not here to pressure them, and it invites them to open up about their concerns.
Second, focus on creating a safe space for dialogue.
When prospects feel safe, they’re more likely to share their true thoughts and feelings.
This is where trust is built.
You can say, “It’s important to me that you feel completely comfortable with this decision. Let’s talk through anything that might be unclear or concerning for you.”
Third, dig deeper into their hesitation.
Ask questions that uncover the root of their concerns.
For example, “Have you had a similar experience in the past that didn’t go as planned?”
Or, “What would need to happen for you to feel confident moving forward?”.
These questions help you understand their perspective and address their fears directly.
Finally, let them know it’s okay to take their time.
You’re not here to rush them, and they need to feel that.
Say something like, “We can move at a pace that feels right for you. My goal is to make sure this is the best decision for you, no matter how long it takes.”
When you approach “I’ll think about it” with curiosity and empathy, you transform it from a roadblock into an opportunity.
An opportunity to build trust, deepen the relationship, and uncover the truth behind their hesitation.
Because the truth is, “I’ll think about it” isn’t the end of the conversation.
It’s just the beginning of a deeper, more meaningful dialogue.
Related: The Problem With “Flexing” in Your Sales Conversations
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide - you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.