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

Episode Date: March 31, 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

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 to be role play with me? I need to think about it.

Alright 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 it, I need to pray about it, 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 account, I need to talk to my wife, I need to get more quotes, like they are 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 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 roleplay 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 Because if we're running this process, that's more likely where you'll be, then, then there. So let's do that. Got it. So yeah, man, I just need to need some more time to think about it. I'm going to go ahead with anything. Cool, cool. That's that's no problem. So like, help me understand like what what you need to think about my man. 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. I think some more process it so I can make a good decision. No, 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. OK, so like really it as far as like not being comfortable is it is more like comfort or fear like what's what's the main driver? Um, say I've been on sales calls before with some pressure and I just don't want to. Hey, look, so I'm I'm not here to pressure you, like at all. So is it right if I like to shoot 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. Can you tell me about those 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 So it's it's more of like did you feel like these guys were in it for themselves?

I'd say sir. Okay, like dude, I totally understand it. That's why I hate the industry. Like 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. You're like, 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? Yes, I'm not. Okay, so first of all, that's not how this is gonna go down. Like, we're not gonna, 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 dive back into the show. You tell me like why would a decision matter to you? Like saying yes or no to something. Why would that be valuable? Saying yes or no to something what why would that be valuable? 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. Yeah, I get that So would you agree though that like maybes?

Don't make the world go around? I'd say so. Okay, cool. Like, dude, I'm here for you. I'm here to make the world go around 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, 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. 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, I want that to be done. And I'd assume you'd want that to be done. Would you agree? Yeah.

Yeah. When was the last time that you like thought about something for hours and hours or days or weeks or whatnot? And you're like, dude, that was the best time spent my life. No, I can't think of a time. Yeah, can't think of a time. Me neither. Me neither. In fact, like, like being decisive has really served me well. So would you agree that it's fair ass 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 can 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 your side. I am here to help this be a win for you to be a no can be that is that is that a fair ask okay so as long as I can do those things is there any reason why you wouldn't move forward today no reason

all right let's go baby so thank you thank you, thank you, thank you, thank you, thank you. 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 just went through. And it's like, you got to get creative. You've got to just ask a lot of questions, ask about 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 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 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 the 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 it doesn't pay bills maybes and you're getting a lot of them. Right? Maybes don't make the world go round. And so, like helping me understand is like one of my favorites. Like dude, help me understand. Like it's a way to get on their

level and then one of my other favorites that you see on page 64 is like dumbing yourself down. Like I love to dumb myself down. Like look, sorry dude, I don't know what's going on here. I suck at my job. Like I probably didn't do a really good job explaining how this works.