How to Address the "Timing Isn't right" Objection
By Art Sobczak
Here's a step-by-step way
to address the objection, "The time just isn't right, right
As with any objection, you
need to break it down gradually with a series of questions. What you don't want
to say at this point is, "Oh, OK, when
can I call you back." A date is of little use if they're not interested.
Because they've then just given you the next date when they'll brush you off
Your first move needs to
be,"I see. Let's talk about that. First,
do you agree that the system/product/service is something that you would see
This is critical. It
confirms that they're not just blowing you off. No use wasting a series of
frustrating follow-up calls to hear the same—or a more creative—objection again.
Hey, if you're going to get a definite "I'm not a prospect," get it
Now, learning a time frame
would be more useful. "When would you
see yourself using/getting
Notice the wording here.
Speak in terms of their action, what they will do—buy from you. If you just
said, "When can I call you back?" you're simply
asking them for permission to call again, and that's not as desirable as the
After confirmation of
interest, then find out about the delay.
changes do you anticipate that would make another time right for
Or, "What will make (date) a better time for
Or, "What's going to happen between now and
then that will make it a better time?"
This not only helps to
further qualify their intentions (a fuzzy answer here might mean they aren't
that hot of a prospect), but it gives you ammo to work with in case they're
mistaken about what you've presented, they don't have all the facts yet, or if
they aren't convinced about the value and urgency of acting
Listen very carefully to
Here are possible
responses from them, and routes you could take.
They say, "We'll have more
money available then."
You could revisit the
reasons they're interested. Ask questions to help them tell you what the missed
opportunity would be by waiting. Try to lead them to quantifying it. For
example, "What would you say that is
costing you now?" Or, if the situation isn't fixed, how much extra expense
will you incur?"
Let's say you've concluded
that they do have a valid reason for waiting, and they agree that they want to
work with you. Firm it up at this point. Get
"OK, if anything changes between now and our next
scheduled conversation, will you please call
Or, "Great, so I'm assuming that the next time
we speak we can discuss details of implementing the program?" Notice how
you're pre-closing the sale.
After finishing the call,
confirm your understanding with a letter detailing the points. Then and there,
schedule reminders to keep your name in front of them: post-cards, hand-written
notes, even after-hours voice mail information messages with tidbits of interest
About the Author
Art Sobczak, President of Business By Phone, provides proven
ideas, tips, and processes to help salespeople use the phone to
prospect, sell and service without morale-killing rejection. To
see word-for-word phrases you can use right now to get to and sell
more buyers, and other resources such as books, audios, and
seminars, and to get his FREE weekly TelE-Sales Tips, and access
to back issues, go to: http://www.BusinessByPhone.com
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