Quiet Impact Issue 04

Welcome Back

Welcome to the newly restructured Quiet Impact.

New format. New time. A quick read designed for your Sunday morning coffee.

The UK school holidays have just wrapped up, and I'm already seeing an uplift business activity. My inbox is clearing of those "out of office" replies, and while it's great to see my deals moving forward again, I'm also noticing more pushbacks. It makes sense right. We’ve all come back of leave to overflowing inbox’s and a whole bunch of deadlines. It can be overwhelming and the last thing you really want is to be pitched at.

This week, I'm unpacking what that means for us and how to navigate it effectively.

So grab your coffee, and let's dive in.

“Thinking” requires space. Give that to you prospects.

Most sales training tells you to overcome objections quickly. “Let me think about it” is treated as the kiss of death, a polite way of saying no. The conventional wisdom? Push for an immediate decision.

However, what if I told you this response is actually a gift?

As an introvert, I’ve discovered that “Let me think about it” creates the perfect space for genuine connection and authentic selling, the kind that aligns with our natural strengths

The Issue

The problem is traditional sales methods are built for extroverts. They favour quick thinking, rapid responses, and the ability to charm and persuade on the spot.

When a prospect says, “Let me think about it,” most sales training tells you to counter immediately to pull out rehearsed rebuttals and push for a decision.

This approach never felt right to me. It created anxiety, felt manipulative, and honestly, it didn’t work. I’d leave these interactions feeling drained and inauthentic.

Think Different

“Let me think about it” isn’t a rejection, it’s an invitation to a thoughtful conversation.

Lets reframe it. When someone wants to think, they’re telling you they’re like you. They process information deeply before deciding. They’re careful. Thoughtful. Deliberate.

In other words, they’re showing you the same traits that you bring to the table as an introvert.

Instead of seeing it as an objection to overcome, I now see it as an opportunity to connect authentically. I respond with, “I completely understand. I’m the same way with important decisions.”

This does three powerful things:

1. It creates immediate rapport through similarity

2. It respects their decision-making process (and yours)

3. It positions you as a thoughtful advisor, not a pushy salesperson

Your introvert superpower is depth, not speed. Use it.

In real life

When you hear “Let me think about it,” try this approach:

“I appreciate that. I’m exactly the same way with important decisions. While you’re thinking, what specific questions or concerns would be most helpful for me to address?”

Then, and this is crucial, listen.

This takes practice. Don’t overthink and try to remember what your last “active listening” training module told you to do.

Step back and really listen.

Don’t interrupt. Don’t counter-argue. Use your introvert’s natural ability to observe and analyse. Take notes. Ask clarifying questions.

This approach respect both your natural style and theirs. You’re not pushing; you’re partnering in their decision process.

The magic happens later in the follow-up. After they’ve had time to think, send a thoughtful, personalised response that addresses their specific concerns, not a generic check-in email.

Even better give them a call, have a conversation.

Your detailed response demonstrates exactly what makes introverts valuable: depth, care, and attentiveness.

One thing to try

This week, when someone says they need to think about something (a prospect, colleague, or even a friend), resist the urge to convince them immediately.

Instead, say: “I get that. I like to be thoughtful with decisions too. Are there ant specific aspects are you considering?”

Then listen. Take notes. And follow up with a response that shows you truly heard them.

The quiet approach isn’t the weak approach, it’s the thoughtful one. And in a world of noise, thoughtfulness creates the strongest impact of all.

What’s a sales scenario you’ve found particularly challenging as an introvert? Reply to this email, I read every response.

Bye for now,

Adam

PS - September Sales 😂