School of Sales by Macy McNeely

The Real Reason People Say "I'll Think About It"

• Macy McNeely

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0:00 | 48:07

If your prospects keep saying “I need to think about it,” you’re probably talking to the wrong part of their brain.

Your prospects ask about the logical stuff: price, timing, terms, the algorithm. But people decide with emotion and justify with logic. In this video, I break down why answering their questions with more logic leads straight to “let me sleep on it,” and what I do instead.

Then I do a live demo of building a sales message from scratch. The product is a blackberry. (My son was eating them this morning, and that’s the whole origin story.)

⏱️ Timestamps
0:00 Why “I’ll think about it” keeps happening
2:08 What prospects ask vs. what makes them buy
4:47 The conscious vs. subconscious brain
7:29 Resist the urge to talk about your expertise
9:04 The persuasion pathway, and why most people walk it backwards
10:52 Selling to emotion is not a therapy session
11:31 The emotions that make people buy (and the ones that don’t)
14:05 Live demo: selling a blackberry
16:02 Listing the logic: the berry and the walk
18:44 Finding the value in every feature
24:09 Mining for stories, metaphors, books, and scripture
25:02 Example: vitamin C and my hair comeback
31:08 Example: seeds, textures, and my boys
33:49 Clumping benefits into one big payoff
34:43 Richer, hotter, and happier
40:54 Selling the walk, not just the berry
43:07 Strategic byproducts
44:43 Painting a picture of the future
46:37 Why I’d sell the same blackberry differently every day

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