The 5-Step Script That Turns “I Need to Think About It” Into a Yes

We’ve all been there. You run a powerful call, everything clicks, and just when it’s time to make the decision, they drop the line every salesperson dreads:

“I need to think about it.”

Here’s the truth.
That phrase isn’t usually the truth.
It’s a stall. A polite defence mechanism. A way for them to create space.

And if you don’t know how to handle it, the deal dies right there.

But if you do know how to handle it?
That “stall” becomes your doorway into the real conversation.

Here’s the step-by-step script I use, and it works like clockwork:

Step 1:

“I completely understand. This is an important decision that deserves careful consideration.”

You don’t fight it. You acknowledge it. That’s how you disarm the shield.

Step 2:

“When you say you need to think about it, may I ask what specific aspect you’re unsure about?”

This shifts the conversation from stalling to clarity. You’re no longer debating. You’re diagnosing.

Step 3:

“Is it more about the timing, the investment, or the confidence that this will actually work for you?”

This is the multiple-choice close. It invites honesty without pressure. They’ll tell you what’s really on their mind.

Step 4:

“Totally fair. Most people pause here because they’ve tried something similar and it didn’t work. But this isn’t that and here’s why…”

This is your leadership moment. Don’t tiptoe. Don’t sell harder. Reframe the fear and show them why this is different.

Step 5:
“The only reason to wait is if you don’t believe you’ll follow through. But this time, you’re not doing it alone. You’ve got structure, support, and me in your corner.”

Because at the end of the day, you’re not just selling a program. You’re selling belief. In them. In their future. In what’s possible with the right support.

This is how you take “I need to think about it” and turn it into a real decision. Not by pushing. By leading.

And if you want more scripts, strategies, and coaching like this, I’ve got something for you.

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Jump in now and start stacking the skills that close deals and build trust.

To higher closes and higher trust,

Kayvon Kay