Episode
How to Sell When the Prospect Says They Need to Think About It
- Published
- Jul 10, 2026
- Duration seconds
- 472
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Summary
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle one of the most common but frustrating moments in sales: the prospect who says 'I need to think about it.' They break down why this phrase is often a sign of uncertainty, not rejection, and share a three-step framework for re-engaging the prospect. Lucas explains the 'specific doubt' technique — asking the prospect what exactly they need to think about — and why it works better than generic follow-ups. Luna brings in data from a Gong study showing that reps who ask a specific follow-up question within 24 hours are 40% more likely to move the deal forward. They also discuss how to handle the 'think about it' stall in group buying decisions, and why silence after the prospect's initial response is your most powerful tool. No fluff, just practical tactics for sales reps and managers. #SalesLeadership #SalesTips #SalesTraining #Business #FexingoBusiness #BusinessPodcast #SalesPsychology #ObjectionHandling #FollowUp #Gong #BuyingProcess #SalesReps #QuotaCarriers #SalesManager #RevenueTeam #ClosingDeals #ThinkAboutIt #SalesFrameWork Keep every episode free: buymeacoffee.com/fexingo