Next Level Pros
#143: This One Objection Costs Salespeople Millions of Dollars // Next Level Workshop // Chris Lee
Mon, 31 Mar 2025
Welcome to a new episode of Next Level Pros! In this episode, sales expert Chris Lee breaks down the critical sales technique of transforming the common objection "I need to think about it" into a successful close. Through a detailed role-play demonstration, Chris reveals psychological strategies to help potential clients make decisive decisions while building trust and understanding.Highlights:"Maybes don't make the world go round.""Being decisive has really served me well.""There is not a concern in the world that can't be overcome."Timestamps:00:00 - Introduction: The Phrase That Kills Deals01:45 - Exploring Client's Fear and Hesitation04:06 - Understanding Decision-Making Motivations05:32 - The Value of Being Decisive07:34 - Authenticity in Sales ConversationsWant me to teach you how to grow your business? Text me! 509-374-7554Want access to more of my content? Click the link below for all of our latest updates and events!https://linktr.ee/nextlevelprosWant to be a guest on our show? Apply here!https://docs.google.com/forms/d/1YlkVBSluEKMTg4gehyUOHYvBratcxHV5rt3kiWTXNC4/viewform?edit_requested=trueWatch my latest PodcastApple - https://podcasts.apple.com/us/podcast/next-level-pros/id1687030281Spotify- https://open.spotify.com/show/1e0cL2vI1JAtQrojSOA7D2?si=95980cd4e55a437aYouTube- https://www.youtube.com/@NextLevelPros
Chapter 1: What phrase can kill sales deals?
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.
Chapter 2: How to handle 'I need to think about it' in sales?
Let's role play, I need to think about it. Who wants to be role play with me? I need to think about it. All right, we've 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 it. I need to pray about it. I need to talk to my accountant. I need to talk to my wife. I need to get more quotes.
They're literally all the same. So let's role play. I need to think about it. 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, I just don't make same day decisions. 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 got it so yeah man i just need to um need some more time to think about it i'm gonna go ahead of anything cool cool that that's that's no problem so like help me understand like what uh what you need to think about my man
Chapter 3: Why do clients hesitate in making decisions?
Uh, you know, it's just a, um, I just don't like making decisions super duper quick and I just like some time to kind of mull it over. I think some more process it so I can make a good decision.
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?
Yeah, I'd say so.
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 I've been on sales calls before with some pressure and I just don't want to make a reference.
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Chapter 4: How to build trust in sales conversations?
Hey look, so I'm not here to pressure you. Like, at all. So, is it alright if I like shoot you straight? Pretty cool? Alright. 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.
Can you tell me about those?
uh just um 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 uh made a made a bad decision so it's it's more of like did you feel like these guys were in it for themselves i'd say so 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 pressured. They're like, yeah, you probably are going through this terrible thing. And you're like, not really, but maybe. And then they kind of make you feel terrible about it. Is that kind of the emotion that you go through?
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Chapter 5: What is the value of making decisive decisions?
Yes, I know.
Okay. So first of all, that's not how this is going to go down. Like we're not going to, this is not going to 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 dive back in the show.
You tell me like, why would a decision matter to you? Like saying yes or no to something? What, why would that be valuable?
If I said yes and it was a good decision, I guess it could help me get to my goals. But if I said yes and it was a bad decision, then I might regret that afterwards.
Yeah, I get that. So would you agree, though, that maybes don't make the world go round?
I'd say so.
Okay, cool. Dude, I'm here for you. I'm here to make the world go round, to 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
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