I can understand that. I too think it's important to weigh the pros and cons. You don't want to waste your time or money on a decision that isn't a good one. Thankfully you're not our first client and many of your competitors already took that risk for you.
Noticed what I did there?
I played with the order of the RUS method. Flexibility is your strength. Don't be afraid to get creative.
Since "wanting time to think about it" is far too vague, it's the kind of objection you can never overcome. Ever try to fill a bucket with water when there were a dozen big holes in it? Pretty impossible. I had to narrow down the time objection.
More than likely, a time objection can be reduced to its lowest common denominator, DON'T BE FOOLISH!
I assumed the client needed more time to make a decision because they wanted to make sure they were making a good decision and not being an idiot.
The best part of this strategy is I don't have to be right. Wanting to make a good decision is such common sense that most will accept that objection as the reason for needing more time.
The last sentence boosts my sense of credibility, dangles the competition motivator, and reveals a bonus to my offer.
Credibility aids in building trust. Implying I have experience in an industry makes me appear more credible and suggests I may be an authority worthy of attention.
As discussed over and over again in the previous sections, the competition motivator is very powerful. If competitors are spending time and money on a strategy, two things could be occurring: firstly, the strategy works, or secondly, doing the same will ensure the competition doesn't walk away with all of the benefits.
At the very least, most business owners will want to engage in similar programs to their competitors to ensure they don't let them gain an edge. That's why you want to adopt the competitive motivator whenever possible.
The last part reveals the client stands to gain where their competition had to take a risk. Ironically, the bonus is wrapped in a big fat trust ribbon. If they agree there is less risk for them, then they subconsciously accept the benefits of the offer.
I might finish my reply like this:
Can you think of any other reason that would prevent you from getting started?
I assumed my response was accepted as true.
There may have been a small conversation between my two responses. The client likely agreed. If they didn't then you would have to tease out more information about their real objection. If it was a light hearted reply go straight to the above question.
Their responses could be:
If you get a, No, close the sale!
If you get a, Yes or Maybe, try to get to the real objection. You might come back with...
Hit me! What's your biggest concern?
Be jovial. Make it obvious you're not annoyed, even if you are.
Asking for the biggest concern narrows down the objections. If you can solve that objection, the others might be so miniscule that they will accept your offer.
If you can't get past the objection fallback to keeping the door open. If you get another objection, RUS method baby! If you get a, Yes, congrats! Close the sale.