Michael Jordan famously said, “Obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.” This philosophy resonates deeply in sales, particularly when facing the common objection: “I’ll think it over.”
I recall a moment of frustration when I was selling employment testing material. I had delivered a presentation and asked for the order, only to be met with the dreaded “I’ll think it over.” I was fed up with the common closing strategies. Should I politely say, “Fine, call me when you’re ready?” Or should I pressure the customer with, “What is there to think about?” Neither approach felt right.
In a moment of inspired candor, I gently asked the customer with a smile, “Mr. Customer, could you think out loud so I can hear you?”
To my surprise, he chuckled and agreed. He openly shared his concerns, allowing me to address each objection in a relaxed manner. Ultimately, he purchased the product and praised my approach.
That day, I learned a valuable lesson: Selling could be enjoyable. I abandoned my plans to return to bookkeeping. Now, in retirement, I share this simple yet powerful phrase – “Could you think out loud so I can hear you?” – with you. This approach transforms potential roadblocks into collaborative problem-solving, turning objections into opportunities. Remember the old adage: “A smile given to another can make the difference in their day and yours too.”