We've all been there where we've been speaking with a prospect for some time and you have a sense of their goals and challenges - it seems like your offering is a great fit for their business, however, this takes a twist for a turn just when you're ready to set a date for a demo or to talk about price, your prospect responds with this:
"Can we talk about this next quarter? Now's just not a good time for us to buy right now."
Shoot. Not only is this a deal you had in your pipeline, but you've also spent a significant amount of time working with the prospect. Through our experience, we've learned that prospects often use this type of timing objection to stall or to silently reject you.
Sometimes these are valid and real obstacles such as limited resources and budget are stopping the prospect from buying, that's why it's important to always maintain a level of empathy in all communication with the prospects.
How can you solve this issue? The answer is to use timing objection responses, to reach the prospect's sense of hesitation.
Common Sales Objections Related to Timing
- This is not a good time
- Call me back next quarter
- I'll get back to you at a better time
- We'll think about it
- I'll have to talk to leadership about this
Examples of how you can respond to a sales rejection
1. If money and resources were no object, would you be willing to start with our product today?
If your prospect responds "no thanks" to your offer you know that they may not be convinced that your product is of value to them.
2. What's holding you back?
Put yourself in a better position to address their hesitation and work to find a common middle ground that suits both your business and the prospect.
3. When would be a good time to buy?
Maybe your prospect really does have the intention to buy but due to other factors such as budget, resources or other reasons, the decision to buy becomes more complex. Depending on their response to this follow-up question you might be able to adjust your offering to tailor it to their needs now, or follow up in a way that will drive or illicit an intended response such as, "If I call you back next quarter, what circumstances will have changed?"
4. What are your company's other priorities right now?
It's entirely possible that your prospect currently has other pressing projects that need to be completed. If you have the whole picture of how much your offering can really make the difference.
5. How can I help you get the resources you need to sell this to the final decision-maker?
Determine where your prospect is having difficulty gaining traction with the key decision-maker in the team.
Conclusion
It's important to respond to your prospects effectively, tactfully and sympathetically. These days there are an array of reasons why a prospect may try to decide to back out of a deal. Try experimenting with some of the responses above to support these prospects in a way that shows them you're flexible understanding and empathetic. With this winning combination, you are more likely to show your prospects that you care and they will have an increasingly difficult time walking away from the value you provide.
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