"Let me think about it." Every salesperson has heard it. Most accept it. Almost none of them know what it actually means.
In this episode, Dave and Regan break down the most feared phrase in sales — why it almost always signals something you did wrong earlier in the conversation, and the one vulnerable move that turns a dead deal back into a live one.
What you'll learn:
→ What buyers actually mean when they say "let me think about it" in 3 different scenarios
→ Why this phrase almost always means you asked the wrong questions upfront
→ The deal size caveat — when it's actually okay to hear it
→ Gong data: this phrase extends your deal cycle by 173%
→ The calendar trick that forces a decision without pressuring the buyer
→ The one phone call 99% of reps never make — and why it closes more deals than any script
→ Why vulnerability and authenticity beat every objection handling technique
→ The "marbles in a jar" trust framework that turns stalled deals into closed ones
→ What never to do after you hear it (most reps do this immediately)
If you've ever ended a call feeling like you blew it — this episode changes how you handle every deal from here.
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💬 About Revenue Leaders
A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth.
