“Let me think about it” – and other deal killers

As a sales professional, few phrases are as frustrating as “Let me think about it.” It’s the ultimate stall tactic, and unfortunately, it often leads to dead deals.

But that’s not the only roadblock you’ll hear. Other common deal killers include:

✅ “We’re just gathering information for now.”
✅ “We need to discuss it internally.”
✅ “We’re evaluating other vendors.”
✅ “My boss is out sick today.”
✅ “Our budgets have changed.”

Each of these phrases is a red flag signaling that your deal is at risk. The longer a decision takes, the lower your chances of closing. Here’s why:

📉 75% of information is forgotten within 24 hours (Source: HubSpot)
📉 90% of information is forgotten within 30 days
📉 50% of what they remember is inaccurate

By the time you follow up a month later, your prospect remembers only 10% of the conversation—and half of it is wrong. Not exactly a winning formula.

So, how can you prevent deals from slipping through the cracks? Let’s break it down.

The Psychology Behind "Let Me Think About It"

Most B2B buyers won’t sign on the spot. 9 out of 10 buyers seek peer approval before making a decision (Harvard Business Review).

Here’s what that means for you:

• Your real competition is not always another vendor—it’s your prospect’s internal approval process.

• If they can’t confidently explain your solution to their peers, your deal is as good as lost.

The good news? You can equip your buyer to sell your solution internally and keep your deal moving forward.

3 Ways to Overcome “Let Me Think About It”

1. Keep It Simple (The KISS Rule)

Even if you’re selling a complex product, your messaging needs to be SIMPLE.

Think about the game "telephone"—if your value proposition isn’t clear, it will get distorted as it moves through the company.

What to do:
✅ Simplify your pitch so your prospect can easily repeat it to others.
✅ Use clear, benefit-driven messaging (e.g., “Increase productivity by 35%” vs. “Leverage AI-powered automation”).
✅ Create easy-to-share content (one-pagers, short videos, or case studies).

Pro Tip: Avoid jargon. A confused buyer never buys.

2. Guide the Decision-Making Process

Your prospect likely needs approval from multiple stakeholders. Make their job easier.

What to do:
✅ Ask: “How does your team usually make decisions on solutions like this?”
✅ Identify key decision-makers and potential objections upfront.
✅ Offer to create a “cheat sheet” summarizing the value proposition.

Why this works:

• You’re helping them get buy-in.

• You’re making sure your messaging doesn’t get lost.

3. Lock in Follow-Ups Immediately

Never leave the next steps open-ended. A vague “Let’s follow up soon” often turns into ghosting.

What to do:
✅ Schedule follow-ups before ending the call.
✅ Offer a pre-meeting check-in before their internal discussion.
✅ Follow up the day after their meeting to address any concerns.

Example:
"I know you’re meeting with your team next Tuesday—how about a quick call on Monday to review it real quick and we schedule a call on Wednesday to go over any questions they had?"

This keeps you in control of the sales process.

Key Takeaways

🚀 75% of information is forgotten in 24 hours—so follow up FAST.
🚀 9 out of 10 buyers need peer approval—help them sell it internally.
🚀 Keep your messaging simple and schedule follow-ups immediately.

Your biggest competition is not another vendor—it’s inaction. The easier you make it for your prospect to buy, the higher your close rate.

Final Thoughts + Call to Action

Tired of hearing “Let me think about it”? Don’t leave deals to chance.

👉 Need help optimizing your sales process? Connect.