How to Handle "We Need to Think About It" in Financial Services & Fintech Sales
Expert framework for overcoming the "We Need to Think About It" objection in Financial Services sales. Proven 3-step method with industry-specific examples.
ScriptFly AI Team
Expert Sales Trainers
How to Handle "We Need to Think About It" in Financial Services & Fintech Sales
Every financial services sales rep knows that soul-crushing moment: you've just delivered a killer presentation, and then the prospect drops the dreaded line, "We need to think about it." Your momentum crashes, and another potential $100,000 deal starts slipping away.
Why Financial Services Prospects Say "We Need to Think About It"
In the high-stakes world of financial services and fintech, prospects don't just buy—they carefully evaluate. This objection isn't a simple delay; it's a complex psychological defense mechanism rooted in the industry's inherent risk aversion.
The Real Reasons Behind This Objection:
- Fear of making the wrong technological investment
- Complex internal decision-making processes
- Regulatory compliance concerns
- Budget constraints and ROI uncertainty
- Overwhelming number of competing solutions
The Wrong Way to Respond (That Most Reps Do)
Most sales reps immediately go into panic mode, either becoming overly pushy or completely surrendering the opportunity. This approach guarantees failure.
Don't:
- ❌ Say "Okay, let me know when you're ready"
- ❌ Send endless follow-up emails
- ❌ Become defensive or argumentative
The 3-Step Framework That Actually Works
Step 1: Acknowledge Without Agreeing
Your first move is to validate their feeling without letting them off the hook. This demonstrates empathy while maintaining sales momentum.Example Response:
"I completely understand wanting to be thorough. Most financial leaders I work with appreciate a careful approach. What specific aspects are you still evaluating?"
Step 2: Reframe the Conversation
Transform their hesitation into an opportunity for deeper exploration.Example Response:
"Given the complexity of financial technology investments, what specific concerns are preventing you from making a decision today?"
Step 3: Ask a Diagnostic Question
Questions are your strategic weapon. They force prospects to articulate their real barriers.Power Questions to Ask:
- "What would need to change for this to be a perfect solution?"
- "If we addressed your primary concerns, would you be ready to move forward?"
- "What's the cost of maintaining your current approach versus implementing our solution?"
Real-World Example: Apex Financial Group
When Apex Financial Group's sales team was pitching a new risk management platform, they encountered the classic "we need to think about it" objection. Instead of backing down, they used the diagnostic questioning technique.
What Happened: The rep asked, "What specific regulatory compliance concerns are making you hesitate?" This revealed the prospect's true underlying fear about data integration and security.
Key Takeaway: By drilling into the real concern, they transformed a potential stall into a collaborative problem-solving conversation.
Industry-Specific Considerations for Financial Services & Fintech
Financial services sales aren't just transactions—they're complex ecosystems of trust, compliance, and technological innovation.
- Data Security: Prospects are hypersensitive to potential breaches
- Average Deal Size ($100,000): Requires multiple stakeholder approvals
- Typical Objection Triggers: Uncertainty about technological integration, ROI complexity
5 Variations You Can Use Tomorrow
Variation 1: The Empathy Reframe "I appreciate your thoroughness. Many of our clients initially felt the same way before seeing tangible results."
Variation 2: The Social Proof Angle "Companies like Morgan Stanley and Fidelity have already streamlined their processes with our solution. Would you be interested in hearing their implementation story?"
Variation 3: The Risk Reversal "We're so confident in our platform that we offer a comprehensive 90-day implementation guarantee with full data migration support."
Variation 4: The Future-Pace "If we could solve your primary technological integration challenges, how quickly could you see your team benefiting?"
Variation 5: The Direct Challenge "What's preventing you from making a decision that could potentially save your organization $500,000 annually?"
Common Follow-Up Objections (And How to Handle Them)
"We need to discuss internally first" → Offer to provide a detailed executive summary they can share with decision-makers.
"The timing isn't right" → Demonstrate immediate value and potential opportunity cost of waiting.
"We're happy with our current solution" → Challenge them to quantify their current system's actual performance.
The Bottom Line
Handling the "we need to think about it" objection isn't about manipulation—it's about genuine value communication. Master the art of diagnostic questioning, and you'll transform hesitation into opportunity.
Quick Win: Record your next sales call and analyze your objection handling language.
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Common Questions About This Objection
When is the best time to use this objection response?
Use this response immediately when you hear the objection. The key is to acknowledge their concern authentically before reframing it. Timing matters—respond too quickly and you seem dismissive, wait too long and you lose momentum.
What if this script doesn't work for my specific situation?
Every prospect is different. Use these scripts as frameworks, not word-for-word responses. Adapt the language to match your industry, product, and the prospect's communication style. The underlying psychology remains the same.
How do I practice these responses effectively?
Role-play with a colleague or record yourself. Focus on tone and delivery—confidence matters as much as the words. Practice until it feels natural, not scripted. The goal is to internalize the framework, not memorize lines.
Can I combine this with other objection handling techniques?
Absolutely. These responses work well with techniques like the "Feel, Felt, Found" method or the "Boomerang" technique. Layer multiple approaches for complex objections, but keep it conversational—never sound like you're running through a checklist.
How many times should I try before moving on?
If you've addressed the same objection 2-3 times using different angles and they're still not budging, it's likely not a real objection—it's a polite way of saying no. Know when to pivot or disqualify the prospect to focus on better opportunities.
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