Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Says They Need to Think About It
In this episode, Lucas and Luna tackle one of the most common stall tactics in sales: the prospect who says 'I need to think about it.' They break down why this phrase is often a hidden objection rather than a genuine request for time, and share specific techniques to uncover the real hesitation. Lucas walks through a concrete example from a mid-market SaaS deal where a rep used the 'assumptive close' to turn a vague promise into a decision. Luna challenges the approach and offers an alternative script based on the 'Columbo close' — asking one more question at…
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