What is a common objection from prospects?

• A. I want to think it over.
• B. We already bought this.
• C. The product is too cheap.
• D. I have no problems.

Answer: (A)

Saying they want to think it over is a classic sign that they’re interested but not yet convinced. They’re weighing the value, risk, and timing, and they’re looking for more clarity or validation before committing. In NEPQ terms, this is a stall that hides a decision criterion they haven’t fully met—they may need to see ROI, confirm implementation fit, or align with a colleague’s input. The move is to uncover that criterion with targeted questions and offer a concrete next step, rather than pushing for a close. For example, you might ask what information would help them decide, what specific ROI or risks they need to see, or when they’d like to revisit the decision. Propose a clear follow-up time to address questions and keep momentum.

The other statements are less typical as true sticking points. One indicates they’ve already made a purchase, which stops the current decision process. Another suggests a pricing objection framed as “too cheap,” which can signal misalignment or concerns about value rather than price itself. Saying there are no problems generally shows no perceived need to change. In contrast, “I want to think it over” keeps the door open and is where you apply probing questions to lift the final hurdle.