No Decision Is Not a Decision
No Decision Is Not a Decision
“I’ll think about it.”
“I need to check with my wife.”
“Our procurement team will review and get back.”
“He’ll call tomorrow with the answer.”
Sound familiar?
Now be honest — how many of them actually called back to sign the deal?
Exactly.
Why clients avoid decisions
When you ask:
“What’s your decision?”
you’re asking the client to take full responsibility.
And people avoid that at all costs.
“I’ll think about it” isn’t a pause —
it’s a gentle rejection disguised as consideration.
What “I’ll think about it” really means
It’s not hesitation — it’s protection.
The client wants to stay polite, avoid conflict,
and keep emotional comfort.
If it’s not a clear yes, it’s a delayed no.
Every “let me think” deal dies slowly while you wait for a callback.
How to handle indecision
-
Seek clarity, not hope.
A clean “no” is better than silent waiting.
It saves time, energy, and focus. -
Shift from decision to action.
“Would it help if I held the offer for two days?”
“Should we calculate the numbers together so you can discuss them with your partner?”Help the client feel supported, not pressured.
-
Anchor the next step.
Never end a conversation without a follow-up.
The deal should always have a next concrete action — date, time, or commitment.
Try this
Recall three deals where you heard “I’ll think about it.”
Now, for each, write down three ways
you could have guided the client toward a real decision.
“I’ll think about it” isn’t politeness.
It’s your cue to act.
The Bottom Line
No decision is not a decision.
It’s a disguised no.
Learn to face it early —
and your close rate will grow faster than your follow-ups.