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How to Overcome the Time Objection

Aug 27 2015, by PEOPLE in Sales

One of the most common objections salespeople face is that their prospect needs a little more time to think the offer over. Of course, you don’t want to seem pushy so you agree to wait until they get back to you. In reality, this objection really doesn’t have anything to do with time and the more time you let slip by, the more your prospect’s needs change. When your prospect gives you this classic objection, what they’re really saying is that they need help. Luckily, salespeople can overcome this objection with a few simple strategies.

If your prospect tells you that they need more time, they might really be saying that they need help understanding. Salespeople sometimes don’t realize that their prospects need help understanding the offer and how they should be evaluating it. Discuss the trade-offs your prospect will need to make to get the results they are looking for. Help them understand the risks and rewards that they might see based on this choice. Your prospect most likely won’t accept if they feel like they don’t have enough information. Salespeople have the insight and experience needed to help prospects make these decisions but if they offer the time objection and walk away, they will end up making that decision for themselves without the benefit of your knowledge.

Sometimes when the time objection comes up, your prospect is really saying that they need help justifying the investment. If you feel like your prospect saying they need time is another way of trying to justify the investment on their own, step in and build your case for this investment. Your prospects might be willing to pay more for a great solution but chances are they aren’t the only ones making the decision. They need to be able to justify the investment to their management and financial advisors. This is where salespeople can overcome the time objection by offering great examples of how and why this investment will be worth it.

Similarly, a request for more time can also mean that your prospect is counting on the rest of their team to accept your offer before they can move forward with you. Salespeople play a crucial role when it comes to building consensus. Your prospect may be worried that their team won’t want to buy from you if they haven’t met you and the team might not feel comfortable about giving the okay to someone they don’t know. Salespeople can overcome this objection by offering to meet with your prospect’s other team members and allow them to get comfortable with you and the idea of buying from you. Unless your prospect has the go-ahead from the rest of their team, you won’t be able to move forward toward a solution.

Potential clients often ask for more time as a way of saying that they need help making the decision. Salespeople can ask their prospects to make the commitment while emphasizing that they will be there to help them through the entire transition process and answer their questions. Your prospects might feel less nervous about committing if they know they can trust you to stay by their side.