Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams / How Top Reps Handle the Think It Over Stall
Transcript
- Lucas: You hear it at the end of almost every call that doesn't close on the spot: 'I need to think about it.' And for most reps, that's the beginning of the end. But for top performers, it's actually a signal that they haven't done their job in the discovery phase. Luna: Wait — you're saying the stall is the rep's fault? Lucas: Not always, but often. A study from Gong analyzed over 100,000 sales calls and found that the number one predictor of a 'think it over' was vague next steps during the presentation. When the rep didn't set a specific decision timeline upfront, the prospect defaulted to uncertainty. Luna: So what do the top reps do differently? Lucas: They treat 'I need to think about it' as a request for more information — but they don't just send a follow-up email with a PDF. They use a technique called presumptive next steps. Right after the prospect says 'think it over,' they say something like: 'I understand. While you're thinking, what specific criteria are you weighing? Is it cost, implementation time, or something else?' That forces the prospect to articulate their real concern. Luna: That makes sense. But what if the prospect just says 'I'll get back to you' and won't engage? Lucas: Then the best move is to set a hard deadline for your own follow-up. I've seen top reps say: 'Great, I'll check back with you next Thursday at 10 AM. If you've decided earlier, just shoot me a note.' That takes the pressure off them but keeps the calendar slot alive. Luna: So it's about controlling the next step without being pushy. Lucas: Exactly. And here's a counterintuitive one: sometimes the best response is to agree and then ask a question that reframes the decision. For example, 'I appreciate you want to think it over. Many of my clients feel the same way initially, but then they realize that delaying the decision could actually cost them more in lost revenue. Can I share a quick calculation?' That uses loss aversion — but in a consultative way. Luna: That only works if you've already built value. If you haven't, that move could backfire. Lucas: Right. The foundation has to be solid. That's why top reps spend more time in discovery than in presenting. They already know the prospect's pain points and ROI before they ever get to the proposal stage. Luna: So the stall is really just a symptom of a weak discovery. What's the single most important question to ask during discovery to prevent this? Lucas: I'd say: 'How will you evaluate this decision?' It gets the prospect to outline their criteria and timeline right there. And if they say 'I'll think about it' later, you can refer back: 'You mentioned you'd evaluate based on X and Y — has anything changed?' That keeps the conversation anchored. Luna: That's great. But what about situations where the prospect genuinely needs to involve other stakeholders? They might honestly need time. Lucas: Then you turn the stall into a next step with the stakeholder. Top reps say: 'I understand you need to discuss this with your team. Would it be helpful if I joined that conversation?' Or at least, 'What specific questions will they have? Let's prepare answers now.' That way you're not passive. Luna: So you're basically preempting the stall before it happens. Lucas: Exactly. The best reps never hear 'I need to think about it' because they've already addressed the decision process upfront. They set a decision date, agree on evaluation criteria, and schedule a follow-up call before the proposal is even sent. Luna: That sounds so simple, but most reps don't do it. Why? Lucas: Because it feels pushy. But it's not. It's professional. And if you frame it as 'I want to respect your time, so let's make sure we're aligned on next steps,' most prospects appreciate it. Luna: Let's talk about the 'I'll get back to you' version — when they don't give a specific objection, just a vague brush-off. Lucas: That's tougher. But top reps don't let it slide. They follow up with a pattern interrupt: 'I get that. Just to help me understand, what would need to be true for you to move forward with this?' If they're serious, they'll answer. If they're just being polite, you'll know. Luna: So you're forcing a mini-commitment to keep the deal alive. Lucas: Yeah. And here's another technique: send a 'summary document' right after the call that highlights the key points and asks for a simple confirmation. For example: 'Here's what we discussed. If anything is off, let me know. Otherwise, I'll follow up on Thursday as planned.' That document becomes a touchpoint that keeps the conversation moving. Luna: What do you say to sales managers listening who want to coach their teams on this? Lucas: Role-play it. The next time your team runs a mock call, have the prospect throw out 'I need to think about it' and see how the rep responds. Most will fumble. Then show them the presumptive next step approach. It's a skill that gets better with practice. Luna: And it's a skill that directly impacts revenue. If a rep can reduce stalls by even twenty percent, that's a huge win. Lucas: Absolutely. And you know, that kind of practical impact is exactly why we do this show. If today's episode gave you something you can use in your next call, we'd love your support to keep this ad-free. It's buy me a coffee dot com slash fexingo. Luna: Yeah, that listener support really makes a difference. We don't run ads, so it's the only way we keep going. Lucas: And it's a small gesture that helps us invest more in episodes like this. So back to that summary document — I've seen reps use it to turn a 'think it over' into a step-by-step action plan. They include a checklist of what needs to happen for a decision, and they ask the prospect to check off items. Suddenly the stall becomes a progress update. Luna: That's smart because it shifts the conversation from passivity to action. Lucas: Exactly. And if the prospect still won't commit after all that, you've got to ask yourself: Is this a real opportunity? Sometimes the best thing you can do is walk away and reallocate time to better leads. Luna: So the stall can actually be a filter — a way to qualify out prospects who aren't serious. Lucas: Right. And top reps know that. They'd rather have ten solid opportunities than fifty stalled ones. So if you're spending your week chasing 'I'll think about it,' it's time to change your approach. Luna: Great advice. Let's leave listeners with one actionable takeaway from today. Lucas: On your next sales call, before you send the proposal, ask: 'What specific steps will you use to make your decision?' Then lock in a follow-up call. That one move cuts stalls by more than half. Luna: I love that. Thanks, Lucas. Lucas: Thanks, Luna. And to our listeners — go close some deals.