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How to overcome the "timing" objection? Or How to not get there in the first place!

Time and Time again.... It comes down to the last call on whether or not your prospect is going to buy, but then they come back with an email that states "we liked the tool but now is really not the best time for us... thanks for your time during this evaluation".


How do you overcome this or how do we avoid getting here?

πŸ“ˆ Closing
🀝 Networking
β˜‘οΈ Qualification Calls
2
LordBusiness
Politicker
+8
Chief Revenue Officer
This is just a standard objection for β€œyou weren’t able to convince our team in the value of purchasing and implementing your product now. Β  This usually comes from over focusing on features, and not enough understanding of the whys that are driving the potential purchase. Timing isn’t an objection, it’s a polite β€œno” 
exec
Catalyst
+5
Account Executive
+1Β 

now, if you want to ensure you don't hear this bs, you can always try to find a compelling event to support a timeline to reach a final decision/move forward. It could be anything from a new product release, hiring class, quarter, etc. depending on what can potentially drive urgency in buying what you're selling.Β 
Selichimorpha
Politicker
+7
Growth Executive
I just ask for clarification of what "timing" means. Is it budget? is it bandwidth? What will be different in 6 months versus right now? Timing by itself isn't an objection, the reason behind the "now vs. later" is what you should be able to address.Β 
Soiboi
Politicker
+5
Account Executive, EIAS/Compliance
Gotta flesh it out early.. Hey X pleasure to meet you, why are we are, why is this important to you, when do you need this implemented by, what happens if you dont implement.Β 

If they can't explain this then you should gate resources/stages so they either give up because it's not important or they invole people that can recognize it's a problem and change. ultimately, if they have a need it's going to cost more then paying you for the change and you need to help them recognize that.Β 
Savagedoge
Politicker
+7
Account Executive
Usually happens when they see the value probably but not the impact of not solving the specific challenges. Getting your prospects to identify and then quantify the problem is very important.Β 


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