How many times have you finished a presentation only to hear "Let me think about it"?
Sometimes the "Let me think about it" means just that. It's a legitimate request because this person is not the decision-maker or they haven't done their homework yet and don't know what they need. Or, they could have already started talked to a competitor and want to see if they can beat your price.
Or, "Let me think about it" can really mean, "I already made a deal with someone else and I'm letting you down easy." Or, "I don't trust you and I want to research your company."
A few well thought questions can find out the real meaning behind "Let me think about it." Try the following:
The point is, you can't really answer "Let me think about it" but you can answer the real motivation behind it. You can ask for the proper decision-maker, you can find out what price you need to beat, you can try to win their trust. But, you can't do any of these things unless you probe to find out what is behind the stall.
