Your product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.
Here are a few questions Ye recommends asking if a prospect suggests putting off a sale for another time:
“If I call you back at another time, what will have changed?”
This question can provide clarity on why the prospect feels as if they need more time (and if it’s genuinely an issue that time will solve) or if they’re just stalling. If nothing is going to be overly different in the future, you can inquire more into the actual reasoning behind the prospect’s hesitation. Or, if there’s truly something else going on that’s causing a delay, maybe you can take action to close the deal now. If money is an issue at the moment, you could offer a more limited version of your product or service in the meantime until they can pay for everything you offer.
“If money was no object, would your answer change?”
If the answer is no, the prospect doesn’t see the value in your product and you either need to find out why and see if you can change their mind or gracefully bow out until next time. If the answer is yes, the delay is probably a money issue. Just like with the last question, work with the prospect to see what you can do to get a contract signed now.
“When do you want to have your goals achieved by?”
By this point in your pitch, you know exactly which of the prospect’s goals or needs your solution could fulfill. If they’re stalling, remind them of the goal and how important timeliness is.
Don’t say anything.
This is a more unconventional way of weeding out less than honest objections. Ye says that a prospect who stands by their objection will ask if you’re still on the line and continue the conversation like nothing changed. A prospect who is making up excuses will begin to flounder, and try to fill the silence with anything that comes to mind. Based on their response, you can plan your next course of action.