Selling Skills

Objection: I Need to Think About it

July 8, 2024
By Tom Macauley

Roofing customers may need time to think about the proposed work, price or other options. Ask what they want to review and whether a question would help.

Customer: “Well… It’s very interesting. We’ll need to consider it.”

Ask what the customer wants to review

“Which part of the proposal would you like to consider?”
“Is there information I can clarify for you?”
“Would it help to agree on a time to talk again?”

Agree on follow-up when customers need time to think

If the customer wants another conversation, agree on a time that works for both of you. You could ask, “Would you like to revisit this after reviewing the proposal? What timing would suit you?”

Send information that helps the decision

Ask which details would be useful before sending more material. Answer questions about the work and costs in your own proposal, then use the agreed channel and timing for follow-up. If the answer is a clear no, see handling sales rejection.

The table offers possible questions, not fixed personality labels. The customer decides how much time they need.

Conversation example	What to clarify	Response to consider
Direct questions	Which details need more thought? What timing has the customer requested? Is there a question about scope or terms?	Provide more detail.
Relationship concerns	Would they like to discuss a concern? Is future contact welcome? Would they prefer to end the discussion?	Ask whether keeping in touch would be useful. Give the customer the time they have requested. Agree on a future conversation only if they want one.
Quiet response	Which part of the decision needs thought? Is there a concern about changing an arrangement? What information about the work would help? Would they like to discuss a next step?	Provide the details they asked for. Explain how the proposed work relates to the need they described.
Detailed review	What facts does the customer want to examine? Who else, if anyone, do they want to consult? Have they suggested a time for review?	Don’t rush or pressure them. Provide more detail.