The $50K Guessing Game

Here's the scenario. Two prospects, same day, both say "let me think about it."

Rep follows up like a bloodhound with both. One closes in 5 days — $50,000 ACV. The other? Ghosted. Zilch. Total dead deal.

Exact same words. Polar opposite outcomes. Which means you just wasted a week chasing the wrong one while the real buyer almost slipped through.

Want to decode what "let me think about it" REALLY means? Grab a seat. I'm about to save you hours, if not months, of wasted pipeline effort.

The Most Expensive Phrase in Sales

"Let me think about it" ruins more pipelines than bad leads and weak scripts combined.

• It's the #1 fake objection I hear (no exaggeration)
• Most reps treat every "think about it" the same
• Creates SERIAL pipeline inflation — your forecast is toast
• Sucks up YOUR time on deals already dead
• Meanwhile, hot prospects get ignored

You got two choices: Guess or learn to read the signals. I recommend the second option.

Why Prospects Say It (The Real Reasons)

When It Actually Means Maybe (or Yes)

• They need a REAL answer from a higher-up
• They're running numbers or checking budgets
• Internal consensus is a thing (hello, enterprise!)
• They honestly want to process (rare, but it happens)

When It Means "Never in a Million Years"

• Dodging the hard NO — they don't want conflict
• Hoping YOU go away versus telling you to take a hike
• They already bought from someone else. Yeah, it happens.

Hidden Objections (Buyable, If You Get Real)

• Price or ROI doubts they won't say out loud
• They aren't the DM (and won't admit it)
• You missed a key use case or proof
• There's a trust gap

Fact: I've closed deals after months of "let me think about it" — but only when I read the signals and handled the TRUE objection.

The 7 Signals: Reading the Truth Behind the Fence

1. Body Language & Tone (or Digital Version)
   • Eye contact, leaning in, energy = positive
   • Crossed arms, Zoom camera off, distracted = negative
2. Specificity of Their "Thinking"
   • "Let me check with Jane and will get you an answer Friday." = Maybe/Yes (track that date!)
   • "I just need some time to think." = Ghost alert
3. Engagement Level During The Call
   • Lots of questions, notes, real details = Interest
   • Surface chat, clock-watching, no materials wanted = Move on
4. Timeline & Urgency
   • "We need this in Q4… our existing contract’s up." = Real
   • "No rush." = No deal coming
5. Objection Handling
   • They throw real concerns your way (price, features) = Eager but cautious
   • No objections, smooth sailing, zero pushback = False positive (watch out!)
6. Decision-Maker/Process Clarity
   • Explains who, how, when = Real eval
   • Vague on process, mystery people = Wastebasket
7. Next Step Commitment
   • Schedules another call, asks for more info = Real path
   • "I’ll let you know." = Door’s closing

I track this with every deal. Last quarter, 87% of deals that checked 5+ signals closed within 30 days. When two or less — less than 10% close. DO NOT ignore the pattern. The numbers tell the truth.

What to Do: The Response Matrix

5+ Positive Signals (Strong Yes)

• Schedule next meeting before ending call. No exceptions. "Let’s get something on the books."
• Send requested info/materials within an hour. Show ‘em you’re on it.
• Gentle but regular follow-ups — my cadence is 1-2 touches per week with value every time.

3-4 Positive Signals (Probable Yes)

• Clarify what’s missing: "What would make this a slam dunk?"
• Tackle the objections head-on. Don’t let them linger.
• Agree on a next check-in date — soft but specific.

2-3 Mixed Signals (On the Fence)

• Go DIRECT: "Level with me, is this a real consideration, or are you being polite? Totally okay either way."
• Give PERMISSION for them to say no.
• If they dodge, time to disqualify and move on.

0-2 Positive Signals (Polite No)

• Immediately call it out: "Sounds like this isn't a fit — can I cross this off my list?"
• Respect their answer, and mean it. Don't burn bridges.
• Thank them for their time, and EXIT.

How to Prevent "Let Me Think About It" Waste

• Set expectations EARLY: "If it’s not a fit, just tell me. I don’t take it personally."
• Use upfront contracts: "At the end, let’s go yes or no. If it’s no, that’s totally cool."
• Ask better questions: "What would have to be true for this to be a yes?"
• Make it OKAY for them to say no. You’ll lose more deals faster, but you’ll win more real ones, too.

Hardcore Mistakes to Avoid

• Treating all 'think about its' equally. Leads to bloated pipeline, trash forecasting
• Being too agreeable. "Take all the time you want!" = Never hearing from them again
• Stalking dead deals with aggressive follow-up. Annoying AND pointless
• Not asking WHY. Always dig
• Optimism bias. See what’s there, not what you want
• Avoiding directness. You miss the real deal by not being brave

Real-World Examples (From My Actual Pipeline)

• False Positive: Prospect was all smiles but kept pushing commitment out. Wouldn’t engage with pricing. Wasted 8 follow-ups. Never closed.
• Nailed It: Strong signals, named her boss, discussed contract redlines, clear deployment date. Closed in 4 days.
• Direct Approach Win: Called out the "maybe." She admitted it was price. We had real talk, closed with a discount.
• Graceful Exit: Lots of dodging after demo. Called it out; she thanked me for my honesty, and referred me to a friend instead.

Implementation Plan: This Week

• List every deal "thinking about it" right now
• Score EACH with the 7-signal test
• Adjust your follow-up
• Get direct, lose what’s dead, chase what’s real

Final Challenge

Audit your pipeline TODAY. How many "think about its" are just dead air? Bet it’s more than you want to admit.

Read the signals like a pro. Stop guessing. Free up HOURS. True pipeline clarity = better commission checks, less stress, and no more getting ghosted by "polite no’s."

Keep dialing and keep it HONEST.

You got this!