Episode Details

Have you ever finished a presentation in Lagos, Abuja, Kano, Jos,  or anywhere else and heard the dreaded words: "We'll consider it"? It’s a common hurdle, and if you aren't careful, it’s where your hard work goes to die in "ghost mode."

The truth is, when a potential client says they’ll consider it, it’s a sign of a few things: they might not be interested, they might be confused, or they might simply lack confidence in you. To save the deal, you need to stop guessing and start following this three-step process:

1. Empathize and Agree

When someone says they need to think about it, their guard is up. If you start arguing or pushing back with "What is there to consider?", you’re moving into a combative mode that makes their walls rise even higher. Instead, agree with them to lower the emotional temperature. Say something like, "That makes sense. If it were me, I’d also want to consider all the details before making a choice." This makes them feel you are being reasonable and helps them relax so they can listen to what you say next.

2. Ask Questions (Using Softeners)

Once they’ve calmed down, you need to figure out what’s actually going on. But don't interrogate them! Use softeners or permission statements like "I'm just curious" or the "no pressure" approach.

A powerful technique I use is funneling—giving them a few options to choose from to uncover the truth. For example: "Usually when people say they'll consider it, it's either because I haven't answered all their questions, or they aren't confident I can pull this off. Which one is it?" Once they laugh or pick a side, you finally know what the real problem is and you're still "in the game."

3. Secure an Advancement

Based on their answers, you might put a modified proposal on the table. But regardless of the next move, you must secure an advancement. An advancement is a joint agreement on exactly what happens next.

If you leave a meeting without a clear next step—like a follow-up call next Wednesday at 9:30 AM—don't be surprised when they stop picking up your calls. Even a "soft" advancement, like agreeing that I’ll buzz you Monday to confirm your availability for Tuesday, is better than nothing.

Remember: If you can't secure an advancement, it's a sign that something is fundamentally wrong. You either haven't built enough trust or you haven't demonstrated how your product actually solves their problem.

Applying these principles can be tricky depending on your business. If you want some help, I'm offering a 15-minute sale audit to look at your processes.

Connect with me: Send me a WhatsApp message at 08064662140 to book your audit or to join my WhatsApp channel for more updates.

Don't let your next big pitch end in a "we'll consider it" limbo. Let's get you those advancements! Let's get those deals moving!