#143: This One Objection Costs Salespeople Millions of Dollars // Next Level Workshop // Chris Lee

Summary

Next Level Pros Podcast Summary

Episode Title: #143: This One Objection Costs Salespeople Millions of Dollars // Next Level Workshop
Host: Chris Lee
Release Date: March 31, 2025

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Introduction

In episode #143 of Next Level Pros, host Chris Lee delves deep into one of the most critical challenges salespeople face: handling the objection, "I need to think about it." Drawing from his extensive experience in building multiple nine-figure companies, Chris shares actionable strategies to convert this common hurdle into a successful close, thereby preventing significant revenue losses.

The Power of "I Need to Think About It"

Chris opens the discussion by highlighting the detrimental impact of the phrase “I need to think about it” on sales outcomes. He emphasizes that this objection can cost salespeople millions if not addressed correctly.

Chris Lee [00:00]: "This one phrase kills more deals than anything else."

Using a live audience as a backdrop, Chris demonstrates how he intentionally walks into this objection trap and skillfully turns a potential "no" into a "yes." He underscores the ubiquity of this concern, noting its numerous derivatives like "I need to pray about it" or "I need to talk to my accountant."

Role-Playing the Objection

To equip listeners with practical tools, Chris engages in a role-play scenario showcasing how to handle the objection. He breaks down the psychology behind the hesitation, identifying it as a mix of fear and discomfort rather than mere indecision.

Chris Lee [01:33]: "So yeah, man, I just need to need some more time to think about it. I'm going to go ahead of anything."

Through empathetic questioning, Chris seeks to understand the underlying fears that prevent prospects from making swift decisions. He differentiates his approach from aggressive sales tactics, positioning himself as a partner rather than a pressure-filled salesperson.

Chris Lee [02:20]: "Hey, look, so I'm, I'm not here to pressure you, like at all."

Understanding the Prospect's Perspective

Chris acknowledges the negative experiences prospects may have had with other salespeople, who often come across as pushy and self-serving. By validating these feelings, he builds trust and opens the door for a more genuine conversation.

Chris Lee [03:25]: "That's not how this is going to go down. Like, we're not gonna. We're not. This is not gonna be like a pushy sales call or anything like that."

Encouraging Decisiveness

A pivotal moment in the conversation revolves around the importance of decisiveness. Chris challenges the notion that taking time to decide is always beneficial, arguing that prolonged deliberation rarely leads to positive outcomes.

Chris Lee [05:22]: "When was the last time that you, like, thought about something for hours and hours or days or weeks or whatnot? You're like, dude, that was the best time spent my life."

He reinforces the value of making timely decisions, not just for business success but for personal growth as well.

Creating a Safe Decision-Making Environment

Chris emphasizes the need to create a safe space for prospects to make decisions without feeling coerced. He advocates for authenticity and transparency, ensuring that even a "no" is handled gracefully and respectfully.

Chris Lee [06:12]: "There is not a concern in the world that can't overcome, like, that process that I. That I just went through."

Key Strategies Discussed

1. Role-Playing Objections: Actively engaging with the objection to understand and overcome it.
2. Empathetic Listening: Validating the prospect’s feelings to build rapport.
3. Challenging Indecision: Encouraging timely decision-making to prevent stagnation.
4. Authentic Communication: Being transparent and respectful, regardless of the outcome.

Notable Quotes

• Chris Lee [00:00]: "This one phrase kills more deals than anything else."
• Chris Lee [02:44]: "It's more of like, did you feel like these guys were in it for themselves?"
• Chris Lee [03:25]: "That's not how this is going to go down."
• Chris Lee [05:22]: "When was the last time that you, like, thought about something for hours and hours... that was the best time spent my life."
• Chris Lee [06:12]: "There is not a concern in the world that can't overcome, like, that process that I. That I just went through."

Insights and Conclusions

Chris Lee provides a comprehensive framework for sales professionals to handle the pervasive objection of needing time to think. By shifting the perspective from viewing the objection as a barrier to seeing it as an opportunity for deeper engagement, salespeople can enhance their closing rates significantly.

Key takeaways include:

• Understanding the Root Cause: Addressing the fear and discomfort that often underlie the objection.
• Building Trust: Differentiating oneself from pushy sales tactics through authentic and empathetic communication.
• Encouraging Action: Promoting decisiveness as a path to achieving personal and professional goals.
• Creating a Safe Environment: Ensuring that prospects feel comfortable making decisions without pressure, thereby fostering long-term relationships.

Final Thoughts

Episode #143 of Next Level Pros offers valuable strategies for overcoming one of the most common and costly sales objections. By implementing Chris Lee’s techniques, sales professionals can transform potential deal-breakers into opportunities for success, ultimately driving growth and building stronger client relationships.

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For more insights and strategies from successful entrepreneurs, subscribe to Next Level Pros on your preferred podcast platform or visit their YouTube channel.

Transcript

[A]

This one phrase kills more deals than anything else. I asked a live audience who had heard it, every single hand shot up in this video. I walked straight into the trap on purpose in front of a live crowd. And guess what? I leaned into it and turned it into a yes. Most people get crushed at this point. This is how I turn a I need to think about it into a heck yeah, let's go. Let's role play. I need to think about it. Who wants, who wants to be role play with, with me? I need to think about it. All right, we got one here. Whoever gets this concern, I need to think about it. There's a million derivatives of this concern, right? I need to think about. I need to pray about. I need to talk to my accountant, I need to talk to my wife. I need to get more quotes. Like they're literally all the same. So let's, let's role play. I need to think about and, and again, backing up if I have set proper expectations. It is really difficult for me to get this concern at this point of the sale. So I'm even happy to role play it at the point of when I'm going to do a hard, soft close. I'm like, Chris, like, I just don't make same day decisions. Right. I need, I really need to think about that so we can go to that point. Because if we're running this process, that's more likely where you'll be than, than there. So let's do that.

[B]

Got it. So yeah, man, I just need to need some more time to think about it. I'm going to go ahead of anything.

[A]

Cool, cool. That, that's, that's no problem. So like, help me understand like what, what you need to think about, my man.

[B]

You know, it's just a, I just don't like making decisions super duper quick and I just like some time to kind of mull it over, think some more, process it so I can make a good decision.

[A]

Oh, I get it, I get it. So, I mean, it sounds like it's more around a fear about making a good decision. Does that sound right?

[B]

Yeah, I'd say so.

[A]

Okay, so like really, it, as far as like not being comfortable, is it, is it more like comfort or fear? Like what's, what's the main driver say?

[B]

I've been on sales calls before with some pressure and I just don't want to.

[A]

Hey, look, so I'm, I'm not here to pressure you, like at all. So is, is it right if I like, chew you straight? Pretty cool. All Right. So one thing I've known. So I've been in sales a long time, but I don't consider myself like the other guys. You probably had some pretty bad experiences with other sales guys. Yeah, you tell me about those.

[B]

Just. Just real pushy calls. Been on there for kind of hours and hours, and then it's got to the point where I've, like, emptied my bank account and made a. Made a bad decision.

[A]

So it's. It's more of like, did you feel like these guys were in it for themselves?

[B]

I'd say so.

[A]

Okay. Like, dude, I totally understand it. That's why I hate the industry. Like, I'm. I'm on your. I'm on your side. Like, those guys give guys like me a terrible rap, right? Because they're. They're pressured. They're like, yeah, you probably are going through this terrible thing. You're like. And you're like, not really, but maybe. And then they kind of make you feel. Feel terrible about it. Is that kind of the emotion that you go through?

[B]

Yes.

[A]

Okay, so first of all, that's. That's not how this is going to go down. Like, we're not gonna. We're not. This is not gonna be like, a pushy sales call or anything like that. But one thing I can tell you is, like, the power I've found in what I do is I help people get to a decision. Hey, guys, it's Chris. If you're finding value in what you're hearing, go ahead and, like, and subscribe. That way people just like, you can find this content for free here on YouTube. Now let's div. Back in the show. He told me, like, why would a decision matter to you? Like saying yes or no to something? What. Why would that be valuable?

[B]

If. If I said yes and it was a good decision, I guess it could help me get to my goals. But if I said. If I said yes and it was a bad decision, then I might regret that afterwards.

[A]

Yeah, I get. I get that. So would you agree, though, that, like, maybes don't make the world go round?

[B]

I'd say so.

[A]

Okay, cool. Like, dude, I'm here for you. I'm here to make the world go round. To, like, make a. Your life better in some way or another. And that might be. No, that might be like, chris, this isn't for me. It doesn't fit. It's not a solution to my problem. And that's totally okay. Right? Like, what I'm. My commitment to you is to be on your team and help you weigh out the decision and make a decision. And the reason why I do that is because, like, my job is more than just to help you save money or spend your money in a right way. Like, my job is to help you save time, energy, and money. And frankly, there's going to be a little bit of time and energy into this today. And at the end of the day, like, I want that to be done, and I'd assume you'd want that to be done. Would you agree?

[B]

Yeah.

[A]

Yeah. When was the last time that you, like, thought about something for hours and hours or days or weeks or whatnot? You're like, dude, that was the best time spent my life.

[B]

No, I can't think of a time. Yeah, can't think of a time.

[A]

Me neither. Me neither. In fact, like. Like, being decisive has really served me well. So would you agree that it's fair ask. That we just get to a decision? It can be a no. Totally fine with a no. As long as, like, everything adds up, it makes sense. It helps you achieve your goal, and we could do with the quality product, fair price, company you know you can trust, and a rock star like me, like, dude, I'm in your corner. The reason I refer to myself as a rock star, because I'm on. I'm on your side. I am here to help this be a win for you to be. No can be that. Is that. Is that a fair ask?

[B]

That's a. That's a fair ask.

[A]

Okay. So as long as I can do those things, is there any reason why you wouldn't move forward today?

[B]

No reason.

[A]

All right, let's go, baby. So, thank you. Thank you. Thank you. Thank you. Thank you, dude. So, guys, like, I don't know how to put this. Like. Hey, guys, it's Chris. Hey. A lot of you leave comments asking for help. Do me a real quick favor. Shoot me a text at 509-374-7554. That's 509-374-7554. Shoot me a text. I'll answer and help you with whatever you need. Don't worry. I got you back. Let's go back to the show, baby. There is not a concern in the world that. That can't overcome, like, that process that I. That I just went through. And it's like, you got to get. You got to get creative. You've got to. You got to, like, just ask a lot of questions, ask about their. Their previous experiences, what has led them to be hesitant in moving forward because there is some emotional connection to a poor decision that they've made or an experience that they've had that is giving them that knee jerk reaction. And so ultimately you got to push through and find what that is and let them know that, dude, this is a safe spot, right? Like no, no liberal zone, but still safe. And, and, and at, at the end of the day, like, I'm totally okay with the no and in it. It's authentic. Like, it's real. Most guys can't resolve concerns like that because they're not authentic about being okay with a no. Right? They're desperate. They're operating like a dude. If I do not get a yes, I don't pay my bills. Well, you know what else that doesn't pay bills? Maybes. And you're getting a lot of them, right? Maybes. Maybes don't make the world go round. And so like, helping me understand is like one of my, my favorite. Like, dude, help me understand. Like it's, it's a way to get on their level. And, and then one of my, one of my other favorite that you see on page 64 is like dumbing yourself down. Like, I love to dumb myself down. Like, look, dude, sorry, dude, I'm, I, I don't know what's going on here. I'm suck at my job. Like, I don't. I probably didn't do a really good job explaining how this works.