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How to Address the "Timing Isn't right" Objection

Here's a step-by-step way to address the objection, "The time just isn't right, right now." 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 again. Your first move needs to be, "I see. Let's talk about that. First, do you agree that the system/product/service is ... read more

Article Title:

Article Body:

Here's a step-by-step way 
to address the objection, "The time just isn't right, right 
now."
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 
again. 
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 
yourself using?"
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.
Now, learning a time frame 
would be more useful. "When would you 
see yourself using/getting 
involved/joining/buying?"
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 
alternative.
After confirmation of 
interest, then find out about the delay.
"What 
changes do you anticipate that would make another time right for 
you?"
Or, "What will make (date) a better time for 
you?"
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 
now.
Listen very carefully to 
the answers. 
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 
commitments.
"OK, if anything changes between now and our next 
scheduled conversation, will you please call 
me?"
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 
to them.

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