What it usually means
Something is unresolved: a doubt, a question, a stakeholder, or the price. The buyer may not want to say what it is.
The approach
Make it easy to tell you the real concern. Ask kindly, then address it or agree a clear next step.
What to say
1Of course, it's an important decision. Usually when people want to think it over, there's something specific on their mind. Is it the price, the timing, or something else?
2That makes sense. What would you need to know to feel confident either way?
3Sure. Shall we book 15 minutes on Friday so you can ask any questions that come up?
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Pressuring them to decide now
- Saying 'What's there to think about?'
- Leaving without a follow-up date