What's the best way to combat "lets come back to this next year"?

Common way for a prospect to stiff arm you out of getting into deeper conversations. Competing projects, lack of internal resources, budget - all reasons they give for why they can't talk about what you have to offer them right now. There's never a perfect time to discuss a new project. If you're going to talk about it next year, honestly what's going to be different then compared to us talking about it today? I have some ideas, would love to hear yours.

-HWA

👑 Sales Strategy

☁️ Software Tech

5 comments

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MrMotivation

Politicker

Sales

"what is going to be different for you next year vs this year?"

if your product focuses on reducing costs, or boosting sales, you can say something like "you want to wait a year to save x?" X being an ROI metric that you found with their help.

SalesPharaoh

Big Shot

Senior Account Executive

good response, I think at this point you have to be direct with your prospect to understand whether they are genuinely interested or simply browsing. If they are interested then why can't they commit? It can be something as simple as not having enough manpower.

sellthemetal

Personal Narrative

Mid Market Manager

This is one of those "the sale begins at no" scenarios. Sometimes it is because you have too much rapport and they don't want to hurt your feelings and then the other times - issues with price, time to onboard, resources needed or not the real DM... There are many more reasons, but this is the opportunity to really dig in and as lots of questions. Sometimes, at the end, I ask the burning question: "are you saying next year because you are not interested and hope I lose your number, or is there other things that need to be done before making time, money and room for our product?". Tone is the key with that question, and it will elicit a response; most importantly you will know whether this is a brush off or a real delay.

CuriousFox

WR Officer

🦊

Waterboarding until they come around 💅

MR.StretchISR

Politicker

ISR

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HarryCaray

What's the best way to combat "lets come back to this next year"?

5 comments

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