Let’s talk about Tasha.
Tasha had just finished what she thought was a great discovery call. The energy felt good, the client was nodding along, and everything seemed aligned.
So when she got to the end and asked,
“Would you like to move forward?”
The client paused and said it.
The phrase that makes most coaches feel like they’re suddenly 13 years old again, waiting to be picked for the dance team:
“I need to think about it.”
Tasha froze.
She smiled politely, squeaked out a quick “No worries!” and ended the call faster than you could say “self-sabotage.”
Then she messaged me and said:
“I totally blew it, didn’t I?”
Not exactly.
But she missed a moment—a big one.
Mistake #6: You’re Avoiding Objections Instead of Exploring Them
Here’s the hard truth:
“I need to think about it” isn’t a no.
It’s usually code for: “I have an unspoken fear I haven’t processed yet.”
But if you treat it like a hard stop, you’re cutting off a beautiful opportunity to guide your client into clarity.
You’re a coach, right?
You know that transformation happens through dialogue—not avoidance.
So why go quiet when someone is on the fence?
What Objection-Avoidance Looks Like:
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Backing off immediately when someone hesitates
-
Saying “Totally understand!” and ending the call
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Taking “I’ll let you know” at face value
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Avoiding pricing conversations altogether because you’re afraid it will get uncomfortable
Listen—none of this makes you bad at sales.
It means you’re human. And probably heart-led.
But you can still be kind, respectful, and brave enough to stay in the conversation.
Why It Backfires
When someone is in decision-making mode, two things are happening:
-
They’re emotionally activated.
Which means they’re also a little dysregulated. -
They need clarity.
And clarity rarely happens when they leave the call and spin out in their own thoughts.
If you avoid the objection, you’re basically handing them the keys to a fog machine and saying, “Good luck driving home.”
What to Do Instead
💡 Shift from “convincing” energy to “coaching” energy.
When someone says “I need to think about it,” try this instead:
✨ Option 1:
“Totally. Would it help to talk out what’s feeling uncertain while we’re here together?”
✨ Option 2:
“That’s a normal response—investing in support is a big decision. Want to explore what’s coming up before we wrap?”
These lines aren’t pushy.
They’re invitations.
They say: You’re safe here. Let’s get clear together.
Nervous System Reframe
If you feel your chest tighten the second objections come up, it’s not just mindset—it’s your nervous system.
Your body might associate “objection” with danger, rejection, or failure.
But objections aren’t bad. They’re just data.
And when you stay grounded, breathe, and remain curious?
That energy transfers to your client too.
You don’t need to fix. You just need to hold the space.
Your potential clients don’t need a perfect pitch.
They need permission to process—with someone who doesn’t flinch.
The next time you hear “I need to think about it,” remember:
It’s not a no. It’s a nudge.
A chance to coach—not close.
Want a Full Breakdown of the Top Sales Call Mistakes?
This is just Mistake #6 from my free guide,
“10 Ways You’re Accidentally Talking People Out of Hiring You.”
📥 Download the guide here →
Inside, you’ll learn how to stay calm, grounded, and clear—so your dream clients say yes (without you having to chase them).
You’ve got the tools. Let’s build the confidence to use them.
— Jaime 💛
