We never want to hear “I need to think about it.”

It’s that moment that creates so many emotions. This is where their rubber meets their road and you have no idea where that road will lead them.

This is often where most people panic and quickly hand over a business card or invite people to visit their website to see the piece again or stay in touch. Nowadays, many will offer to send a picture so “you have a chance to see it again”.

While getting a future connection established by sending them an email with a pic of their fav is not a horrible idea, it is not the most important action to take at this critical junction.

The moment you hear the “ending” proposal from someone who you are certain is smitten (and really close to saying yes), it’s time to turn to your 13-Step “Departure List” and fall into the arms of your “Selling Purpose”. 

To be clear, this statement, “I need to think about it”, can be used as an escape hatch if someone is not really interested. So is the classic statement, “I need to talk this over with my (partner, interior designer, fill in the blank) before I do anything.

However, before you make that assumption – before you “buy in” to the idea that they are not really interested, remember that “I need to think about it” is ALSO an escape hatch for someone who is on the brink of saying yes. Repeat after me:

“Someone who is really close to saying “yes” will often look for a way to escape the finality of a “yes”. They feel pressured by their growing desires. They feel overwhelmed. It is my job to help them through this “rough patch”.

Look at it from this perspective: When people have exhausted all their doubts, asked all their questions, and no longer have a strong reason to say “no”, they are faced with saying “yes”. They have reached a point of no return emotionally. However, they can’t pull the trigger for their desires.

And just to make it more intense, they actually think – at that moment – that they “need” to think about it. Realistically speaking, if they come to that conclusion, they are right. But where in the rules does it say they need to go away to think about it?

Every part of them wants to say yes, but they are afraid, albeit not afraid of you, not of your art, and not of spending money. They are afraid they might not be making too quick of a decision and that might mean they are making a mistake.

What does that feel like?

Think about what you experienced when you have said yes to a significant purchase in your life. What did you feel when you were considering buying a car, a new phone, expensive tickets to a concert, or anything that you really wanted and could afford, but needed to justify.

What did YOU really need to think about?

This is not a trick question.

That tape most of us hear running in the background is normal. “Yes. No. Yes. No. Maybe. No. I really deserve it. But is this the right choice? Is this the best choice?”

I am talking about the internal voice that says “no” first followed by another voice that keeps trying to get to a yes. We want to say yes, but mostly we are all programmed to say “no” to our desires and ourselves. Most of us are wired to be cautious.

And oodles of money doesn’t help. Even if your client is a millionaire or a billionaire, they only have so much space in their lives to exhibit art, right? Is your art worth removing some other piece in their collection?

Therefore, don’t assume it’s about the money.

Buying is about value. If we can afford it, what we must determine is if we value it. Click To Tweet

And, oh, by the way…your role is not to worry about the money! People who are living paycheck to paycheck are not likely having a debate about your art. People who are looking for a job are not likely to be in a deep engagement with you.

We are not talking about a group of people who can’t afford to purchase; we are talking about whether they will allow themselves the pleasure of saying “YES!” to a lifetime of owning your art. (Although offering people some lay-a-way option is not out of the question.)

This is just the beginning

It seems that I am about to create a small series. Next time, I will discuss the very first and most important thing you need to do (and say) when you hear the Six Dreaded Words.

Until then, what is going through your mind as you read this? What kinds of things go through your mind when you hear the Six Dreaded Words?

Please comment below and let’s share our experiences.