“Let Me Think About It” Is Killing Your Sales
“Let Me Think About It” Is Killing Your Sales
Jim Cosmas
Service Business Strategist - Growth Expert | Consulting, Coaching, & Profit Maximization Specialist | Scaling Strategies for Sustainable Success
July 15, 2025
Let’s Get Brutally Honest
Your tech just spent 90 minutes diagnosing the issue… Explained the options… Built rapport…
And the customer says:
“Let me think about it.”
Translation: You’re never hearing from them again.
It’s not their fault. It’s yours.
Not because you're a bad tech. But because your team was never trained on how to handle objections with power, empathy, and confidence.
This issue changes that.
Power Play Series Progress Check:
✅ Week 1: Max Volume, Max Profit
✅ Week 2: The A2L Switch = Revenue
✅ Week 3: Train Your Existing Techs
📍 Week 4: Objection-Crushing Scripts
Week 5: The HVAC Profit Multiplier Finale
What You're Going to Learn Today:
How to pre-frame, re-frame, and handle the 5 objections killing your summer sales.
These are the real profit leaks - not labor, not equipment, not fuel.
❌ The 5 Deadliest Summer Objections (And How to Crush Them)
1. “I need to think about it.”
Reality: They’re stalling. You didn’t build enough urgency or certainty.
Response: 👉 “I totally get that. Can I ask what specifically do you need time to think about?” (This reveals hidden objections - price, trust, urgency, etc.)
👉 “If I could clarify or simplify anything to help you feel great about moving forward today, would that be helpful?”
Power Tip: Silence is your weapon. Ask. Then wait. Let the tension work in your favor.
2. “I can’t afford it right now.”
Reality: They probably can, but they don’t believe the value justifies the cost yet.
Response: 👉 “Totally understand. Many of our clients felt the same way until they realized delaying this actually costs more over time.”
👉 “Can I walk you through the easy low monthly payment options real quick? Most clients are surprised how affordable it actually is monthly.”
Power Tip: Always quote monthly payment ranges first, not just the full total.
3. “Let me talk to my spouse.”
Reality: This is the classic escape hatch. If it wasn’t discussed together, the deal dies.
Response: 👉 “Absolutely. Just out of curiosity - what do you think they’ll be most concerned about: the price, the brand, or the timing?”
👉 “If your spouse was here now, what do you think they would want to do?
👉 “Would it help if I sent a quick video recap of the options so they hear it straight from me?”
Power Tip: Schedule a return visit when everyone is there or offer a FaceTime or Zoom call. Get both decision-makers present or expect ghosting.
4. “Can’t you just recharge it?”
Reality: They want the cheapest Band-Aid fix, not a permanent solution.
Response: 👉 “I could… but legally, I can’t refill a system with a known leak without repairing it first.”
👉 “Would you like me to show you the long-term cost difference between a recharge vs. a repair or replacement?”
Power Tip: Use visual tools. Charts. Leak logs. Make the math close the sale, not you.
5. “That’s way more than I was expecting.”
Reality: You didn’t pre-frame the investment or value before dropping the number.
Response: 👉 “I certainly understand. Just our of curiosity, what were you expecting the investment amount to be?”
👉 “I totally understand. If this was your company, and you had to send out a trained professional with a truck, tools, and time - what would you expect to charge?”
👉 “Let me show you why our pricing actually protects your comfort and your long-term budget.”
Power Tip: Use tiered options. Let them say yes to something, not no to everything.
BONUS: How to Prevent Objections Entirely
The best closers never “handle” objections - They pre-frame and neutralize them before they ever come up.
Do this:
Ask: “Has anyone already looked at this before, or am I the first?” → Builds authority and sets the tone.
Use “The Big Question”: → “Would it be okay if I asked a few questions so I can give you the best possible options?”
Say: → “When we’re done, I’ll show you 2–3 ways to fix it—including the permanent solution and the fastest one.”
That structure eliminates 80% of friction before it ever starts.
5-Day Objection-Crushing Action Plan
Day 1: Have your team role-play “Let me think about it” and “Can’t afford it” with real responses
Day 2: Create 3-tier proposal templates for your top 5 repair scenarios
Day 3: Install a call recording review habit and listen to one objection call per tech
Day 4: Create quick scripts for CSRs when transferring high-dollar calls
Day 5: Track close rate by tech. Start coaching based on conversion not just skill.
Bottom Line:
Objections are not barriers. They are buying signals in disguise.
But if your team fumbles them… You’re losing thousands - daily.
Coming Next Week:
HVAC Power Play Series – Week 5: The Profit Multiplier Finale How to 2X your net profit in 90 days without hiring, discounting, or working longer hours.
Your Next Step:
Want to simulate what your profit looks like with better close rates?
Use the Profit Simulator and see how every 5% improvement compounds your bottom line:
Want to coach your team with the exact scripts we use? Get the tools: 👉 thebluecollarwave.com
To selling with certainty,
Jim Cosmas
The Blue Collar Wave thebluecollarwave.com
