Sales calls
How to ask for the sale and handle “let me think”
You’re talking to Maria, a prospect. The goal: ask for the decision clearly and handle “let me think about it”.
Your first line
Maria starts with “Okay, I think that answers all my questions.”
“Great. Sounds like it’s a good fit, so are you ready to get started?”
Small yes: one direct question she can answer right now. Ask it, then stay quiet and let her answer.
What Maria might say, and what to say back
Maria: “Let me think about it.”
You: “Of course. So I can help, what specifically do you want to think over?”
Maria: “The timing is a little tricky for us.”
You: “Okay. What would good timing look like? We can pick a start date that works for you.”
Maria: “Can you send me the paperwork and I’ll look it over?”
You: “Sure, I’ll send it today. Can we take five minutes Friday to answer any questions and set your start date?”
Two things that trip people up
- Ending with “So yeah, let me know.”Ask directly: “Are you ready to get started?” Then stop talking.
- Offering a discount she didn’t ask for, or re-pitching features.Ask what’s holding her back, and solve that one thing.
Now say it out loud
Reading the words isn’t the same as saying them. Practice this one with Maria pushing back like the real person would. Then your coach, Ace, fixes your exact words. The move to focus on: Small yes.
Practice this one free3 free reps a day. No sign-up. Out loud or typed.