Response to "I Need to Think About It"

[Guest]

I have to respectfully disagree with Frank and some of the others here.

People will say "I have to think about it" (at times) no matter how high the buying desire is or how perfect the plan is for them, just so they can get out of making a purchase or commitment. It even happens without the client ever realizing why they say it. It's often just a temporary hesitation but a hesitation just the same.

It has a deeper meaning, it's not like they actually hang up the phone assume a pose like Rodin's Thinker and ponder until they finally say "eureka , I'll take it!"

Spot on!

If they are saying that they "have to think about it" most likely the agent has tried to "sell them" the policy as opposed to listening to what they are saying and providing them will factual information presented logically so they understand it.

I don't "sell" insurance.

 

[theinsuranceman]

Another ex.: Say I go to Men's Warehouse to buy a white shirt. Soon after I enter the store a sales person comes up to me and asks if they can help me. My REFLEX is to say no thanks I'm just looking. I sure don't appear to be a serious buyer but in 10 min. I'll be at the cash register making a purchase!

What I'm saying is sometimes a prospect says they are just looking when they in actuality will be a sale in about 10-15 min.

 

[briko3]

I'm like that in stores, too. The reason though is that I usually know more about the item than the sales person.

 

[somarco]

Some agents look for policyholders, while others want clients.

There IS a difference.

Closing is a BS term used by those who have a weak presentation. If you are insecure in your presentation you won't feel comfortable letting your prospect have some time to arrive at a decision in their own time frame.

 

[moonlightandmargaritas]

It even happens without the client ever realizing why they say it. It's often just a temporary hesitation but a hesitation just the same.

If you're dealing with call-center type prospects, this is probably true whether it's insurance, credit cards or cell phone service. If that's the type business you want to build - have at it.

When you take the time to properly build a "client" relationship (definition-they wouldn't take a crap without getting your opinion) this kind of stuff is rarely, if ever, an issue.

It's like comparing the clothes or shoes at Wal*Mart to Nordstrom's...

 

[bluemarlin08]

What's wrong with letting them think about it? If you have done the right thing, listen to what they want, and give them their options, let them think about it. My clients appreciate the fact that I do let them think about it.
If you know that you know you are looking out for them it shows.

 

[0b1kanobee]

If they want to think about it and that is the real objection, then nothing. I still try and get the paperwork filled out and I either leave it with them in a sealed envelope addressed to me or i take it with me and talk to them in a couple of days. I find having the paperwork done gets them going and involved, more committed.

 

[Death Cab For Tootie]

If you are getting this kind of reaction, chances are you have not done your job on the front end. The problem lies in one of the following areas.

You have not established rapport or confidence.

You have not asked the right questions and listened to their response.

You have not offered a workable solution for their problem.

This. Google 'upfront contracts'. The flow of your presentations should be: Fact Find/Close/Present. The 'present' part is simply written confirmation of what you and the client have already established they want.

 

[Josh]

What's wrong with letting them think about it? If you have done the right thing, listen to what they want, and give them their options, let them think about it. My clients appreciate the fact that I do let them think about it.
If you know that you know you are looking out for them it shows.

What's wrong with it is that if someone is telling you they "want to think about it" it's usually either a smoke screen, or a polite way of saying no. That's the problem with that. I'm going to take a guess that you are more likely to be working with existing clients than prospecting and you probably have a simple product. If you're prospecting that means that you're usually talking to people who haven't realized a level of pain high enough to do anything without some coaxing. Sometimes you need to do your clients a favor and make it clear that you're not going to accept the excuse "I need to think about it." If you're selling life, odds are that once you leave the house they wont be thinking about life insurance again until they have another funeral to attend. If you're selling health insurance, the wake up call will probably be when someone has the opportunity to go to a fund raiser for a friend or loved one who needs cash for cancer treatments. As insurance agents we usually need to do our due diligence to bring enough value to the table to convince someone they need to change right then and there. If you're hearing "I need to think about it", it's probably a sign you haven't done your job right.
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If they need to think about it, let them do so. Sometimes, people just need time to chew things over.

The issue isn't that someone needs to think about it, it's that they have a concern you're not addressing. When an agent gets done with a presentation the prospect should be able to say yes or no.

 

[bluemarlin08]

MedicarePlanSolutions
Perhaps in your practice it might be a smoke screen or whatever, not been my experience. I sell life, health and very extensive estate planning options, the latter not being a "simple" product. Been doing this business for 30 years and I usually have done my job right. If your "one call close" method works for you, great, but don't suppose that is the only way to be successful, geez.