In security appointments, “we want to think about it” rarely means the conversation is over — it means the real concern hasn’t been found yet. Here is how the documented system runs it, in a security setting.
The scene
A security appointment deals in the most personal inventory in the house — the family’s peace of mind. It often starts on the phone, with the documented call-center set, and the in-home visit walks the doors, the windows, and the blind spots together.
They like the security system, they like the plan, they like you — and then it comes, right at the decision: “We want to think about it.” In security work, that sentence is almost never about the work itself. Something specific is unresolved — the investment, the timing, or whether they trust the scope — and it is sitting inside the entry points, the blind spots, and the doors they check twice at night, still unspoken.
The documented response
The response never changes with the trade — it is the documented 7-stage objection framework: Release Pressure, Ask Permission, Gather Feedback, Isolate, Empathize, Respond, Re-Close. Don’t argue. Diagnose.
Run the framework: release the pressure, ask permission, then gather feedback in order — the product, the process, the company, you. Then ask the question that separates the real concern from the polite one: is it the investment? In security appointments, the honest answer is usually sitting in one of those buckets, and each one has a documented next move.
Spar is straight about the source: no security-specific script exists in the documented training, and none is invented here. The documented position is that the psychology and the rebuttals are the same across trades — only the examples change.
“Absolutely. Usually when someone tells me that, there’s one or two things they’re still unsure about. What part would you want to think through the most?”
How Spar trains this one
In Spar’s security rounds, this line lands right after the full presentation — and the grade turns on whether you asked what part they wanted to think through, or started re-pitching the security system.
The full objection — all trades — lives at the “we want to think about it” page, and the security track is at Security sales training.
Every other objection in the security appointment, given the same treatment:
In sparring, the homeowner says it the way yours will — and the grade tells you whether you diagnosed it or argued with it. Train the security version until the framework is reflex — $29/month. Spar before you knock.