Objection Handling Tips
Handling "Not the Right Time" Objections
This prompt helps sales teams craft responses to prospects who express timing-related objections, such as being too busy or focusing on other priorities. It focuses on understanding the objection, presenting a compelling case for action, and proposing follow-up opportunities.
Responsible:
Sales
Accountable, Informed or Consulted:
Sales, Customer Success
THE PREP
Creating effective prompts involves tailoring them with detailed, relevant information and uploading documents that provide the best context. Prompts act as a framework to guide the response, but specificity and customization ensure the most accurate and helpful results. Use these prep tips to get the most out of this prompt:
Gather examples of time-sensitive benefits or success stories to support urgency.
Identify flexible implementation plans that can accommodate different schedules.
Collaborate with the product team to align messaging with seasonal or market trends.
THE PROMPT
Help develop responses to objections about the timing of adopting [specific software product or service]. Focus on:
Understanding the Objection: Recommending questions to clarify the timing issue, such as ‘What specific factors make this a challenging time?’ or ‘What would need to change to make this a priority?’
Creating Urgency: Proposing ways to emphasize why acting now is beneficial, such as limited-time promotions, competitive advantages, or cost-saving opportunities, like ‘By starting this quarter, you can save [specific amount] and achieve [specific result].’
Offering Flexibility: Suggesting solutions like flexible onboarding timelines or phased rollouts, such as ‘We can align the implementation with your schedule to minimize disruptions.’
Maintaining Engagement: Providing strategies to stay connected with prospects until the timing aligns, such as scheduling a follow-up or sharing relevant content, like, ‘Let’s set a date to revisit this when you’ve completed [specific priority].’
Call-to-Action: Crafting CTAs to keep the conversation moving, such as ‘Can I send you more information to review when the timing is better?’ or ‘Would it help to explore a tailored plan that aligns with your schedule?’
Provide example scripts and email templates for addressing timing objections while building rapport and keeping the opportunity alive. If additional details about the timing challenge are needed, ask clarifying questions to refine the response.
Bonus Add-On Prompts
Propose strategies for emphasizing the cost of inaction or missed opportunities during timing objections.
Suggest methods for sharing customer success stories where delayed action led to increased challenges.
Highlight techniques for linking timing-related objections to flexible onboarding solutions or phased rollouts.
Use AI responsibly by verifying its outputs, as it may occasionally generate inaccurate or incomplete information. Treat AI as a tool to support your decision-making, ensuring human oversight and professional judgment for critical or sensitive use cases.
SUGGESTIONS TO IMPROVE
Focus responses on specific timing challenges, such as seasonal workloads or fiscal year cycles.
Include recommendations for setting reminders or automated follow-ups for future outreach.
Propose ways to integrate the objection response into broader sales nurturing workflows.
Highlight tools for tracking timing objections and predicting optimal follow-up periods.
Add suggestions for using content, such as webinars or blog posts, to stay on the prospect’s radar.
WHEN TO USE
When prospects express interest but indicate the timing is not ideal.
During campaigns targeting industries or roles with seasonal workloads.
To maintain relationships with prospects for future opportunities.
WHEN NOT TO USE
If the prospect shows no interest or relevance in the product.
When targeting leads who lack any immediate or future need for the software.