Mastering the "Need to Talk It Over" Objection: How to Keep Your Pipeline Strong

In sales, it’s common to hear a prospect say they need to discuss the decision with their family or spouse before signing up. While respecting the buyer’s need for time, our experience shows that we can help prospects move forward by setting them up for success rather than letting the opportunity stall. Below is a strategy to help you keep momentum going and secure more applications, even when you’re faced with this common hesitation.

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​The Strategy: Post-Date the Application

When a prospect says they’re “10000% not signing today” because they need to talk it over, here’s an approach that keeps the door open without pushing them beyond their comfort zone:

1. Guide Them Through the Application: Take them through the application process as usual, but set a post-date for Friday (or a similar timeframe). Explain to the prospect that this gives them time to discuss it with their family while keeping things efficient on their end.
   
2. Highlight the Benefits of the Post-Date: Let the client know that post-dating their application:
   
   • Locks in Their Rate: Rates can fluctuate, and locking in today’s rate can protect them against potential increases. Emphasize that this is a proactive way to save.
   • Saves Time: Remind them that by completing the application now, they won’t need to spend another hour on the phone if they choose to proceed. They’ll have until Friday to make a final decision, which keeps things flexible.
3. Offer an Easy Opt-Out: Reassure them that if they decide against moving forward, they can simply call back to cancel before the post-date. This takes the pressure off but also makes it clear that the process is moving forward unless they decide otherwise.
   

​Why This Works

Prospects often hesitate as a way to buy time, even if they’re genuinely interested. When we make the next steps easy, many will go along with the application rather than drop off. As KG said, "No one is going to call back, and the chances of getting them back on the phone are minimal." So, by submitting a post-dated application, we’re simply making it easier for both us and the client if they ultimately choose to proceed.

​Remember: Objections Are Often Smoke Screens

When someone says they “need to talk it over,” there’s a good chance they may have underlying concerns. The post-dated application approach can bring these to light and allows us to address any deeper objections they might have. As KG pointed out, about 50% of these objections may not be the full truth, so guiding them through the app can help uncover what’s really holding them back.

​If a Post-Date Isn’t Possible, Schedule a Follow-Up

In cases where a post-date application isn’t feasible, try to schedule a specific date and time for a callback. Many of these prospects do have genuine interest but just need that final nudge. Don’t let these leads go to waste; leads are an investment, and even a small chance of closing is worth the effort.

​Chasing Down Leads: Persistence Pays Off

The more apps we submit, the more deals we’re likely to close. Our pipeline works best when we maximize every opportunity, whether it’s through post-dating an app, setting a callback, or chasing down potential leads. Leaving these prospects hanging isn’t just leaving money on the table—it’s a missed opportunity.

Let’s work our pipeline and ensure nothing slips through the cracks. More apps mean more deals, and as we know, we miss all the shots we don’t take. So, let’s keep pushing, following up, and securing those wins!