9d • Productivity
Most experts think "let me think about it" means the price is wrong...
It doesn't.
It means the buyer doesn't yet trust that the outcome is real.
I was talking to someone this week who measures customer reactions for B2B companies. He said something that stopped me:
"When trust is weak, people don't say I don't trust you. They say let me think about it, send me more information, we're not ready. Or they disappear."
That's not a price problem. That's not even a sales problem.
That's an offer problem.
When your offer is positioned correctly, the buyer doesn't need to think about it. The outcome is clear enough that the only question is when, not whether.
The thinking pause is the gap between what you said and what they understood.
This week, one thing to try. After your next sales call, don't ask yourself what objection came up. Ask yourself what the prospect still didn't understand about the outcome when the call ended.
That's where the offer needs work.
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Most experts think "let me think about it" means the price is wrong...
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