“Let me think about it.” And every other stall.

Which stall, which line.

1. Overview

   The map

   “Think about it” → What exactly? · “24 hours” → The time question · “Send info” → Get specific · “Happy with our provider” → The one thing · Behind all of them → The core move

   How to use it

   Learn the core move first. The versions below are just different first lines into the same move.

   The truth

   Behind every stall is one of four things: money, trust, timing or a partner. Your only job is to find out which, while you're still on the call.

Agree. Let go. Then ask what it really is.

This works for every stall on this page.

1. Step 1

   Agree completely

   “No problem, I totally get that.”

   Tone

   Your calm base. Relaxed, a little slower.

   Mistake

   “But you said this is a priority…” Pushback makes them defend the stall.

   Drill

   Practise saying it with a relaxed exhale before it. If you sound disappointed, they'll hear it.

2. Step 2

   Act like the call is ending

   “Okay… before I let you go…”

   Why it works

   People relax when they think the call is over. That's when the truth comes out.

   Tone

   Slower, softer, as if you're already wrapping up.

   Mistake

   Booking the follow-up here. You want the concern, not a calendar slot.

3. Step 3

   Ask what exactly

   “…what exactly do you want to think through?”

   Tone

   Concerned: slower, softer. Not curious-excited.

   More lines

   “…just so I know what's on your mind, what's the part you're least sure about?” · “…off the record, what would make this a no?”

   If they say

   “Just everything.” → Confused: “Everything…? If you had to pick one part?”

   Mistake

   Asking it fast. Then it sounds like a technique, and they give you a polite non-answer.

4. Step 4

   Name it and handle it now

   “So it's not really about time. It's about [their concern]. Let's look at that now, while I'm here to answer it.”

   Money

   “Is it the total amount, or the timing of the payments?” Then the price page.

   Partner

   See the partner page.

   Trust

   “What would you need to see to feel confident it works for you?”

   Mistake

   Handling the concern, then forgetting to ask for the decision. Close the loop: “With that solved, how do you feel about moving forward?”

   Drill

   Role-play: colleague picks a hidden concern. You find it in under 2 minutes, handle it, and ask for the decision.

“Give me 24 hours.” Ask the time question.

1. Move 1

   The time question

   “Of course. Can I ask one thing first?… What will you know tomorrow that you don't know right now?”

   Tone

   Curious, genuinely. Not sarcastic.

   If they say

   “I just want to sleep on it.” → “Makes sense. What would make it the right decision for you?”

   Listen for

   “I want to be sure it's the right decision.” That means an unspoken doubt. Go back to “what exactly”.

   Mistake

   Saying “there's nothing you'll know tomorrow” yourself. Let them realise it.

   Drill

   Say the time question 3 times: curious, neutral, impatient. Only the curious one works.

“Can you send me some info?” Get specific.

1. Move 1

   Get specific, then do it together

   “Sure, happy to. What specifically do you want to look at?” → “And if that works for you, what happens next?” → “Then let's look at it together, right now. Five minutes.”

   Tone

   Curious, helpful. No pushback in your voice.

   Listen for

   Pricing, results, how it works, or “just everything”. “Everything” usually means a polite no. Use the core move.

   If they say

   “I need to show it to my team.” → “Who on the team? Let's get them on for ten minutes.”

   Mistake

   Sending a PDF and hoping. A PDF doesn't close anyone.

   Drill

   Prepare the 3 things prospects ask for most (case study, price breakdown, process) so you can show them live on the call.

“We're happy with our current provider.” Ask for the one thing.

1. Move 1

   The one thing

   “That's great to hear. Can I ask you something… just off the record? If you could change one thing about how it's going… what would it be?”

   Tone

   Calm and a little quieter on “off the record”. Curious on the one-thing question.

   If they say

   “The lead quality. Half of it goes nowhere.” → Confused: “Half…? What does that cost you?” You're in discovery now.

   Mistake

   Saying anything negative about their provider. They'll defend them.

   Drill

   Write down what your prospects' current providers typically get wrong. Never say it. Just listen for it.

They still need time. Book it before you hang up.

1. Step 1

   Fixed follow-up

   “Let's put 15 minutes in for tomorrow at 10, and you tell me where you landed.”

   Rule

   Fixed time, within 24 hours, booked on the call. Never “just call me back”.

   If you send info

   Only what they asked for in “get specific”, and only with the follow-up booked.

   Mistake

   Booking a follow-up without knowing the concern. Then you're guessing on the next call too.

2. Step 2

   Practice: stall roulette

   Write the 4 stalls on cards. Your colleague draws one and a hidden concern.

   Do this

   5 rounds. Right first line for the stall, then the core move.

   Pass

   Concern found, handled, decision asked for. No follow-up booked unless it's a real external reason.