In this post, I’m going to show you how to handle a common sales objection like a pro. You know, that annoying comment that your prospects throw at you when they’re not ready to buy – “I don’t have time.“
How do you respond to this without sounding pushy, desperate, or rude?
Well, stay tuned, because I’m going to share some responses that work for closing more deals. But first, let’s get started with some humour!
Sales Comic – “I don’t have time”
When clients say “I don’t have time”, you say….
Click here for more business comic strips.
9 Responses To Handle This Objection
“I understand, time is precious. How about we schedule a 15-minute call next week to discuss how our solution can save you hours of work every month?“
“No problem, I don’t want to take up your valuable time. But can I ask you one quick question before you go? What is the biggest challenge you are facing right now in your business?“
“I hear you, time is money. That’s why I’m calling you today. Our product can help you increase your revenue by 25% in the next quarter. Are you interested in hearing more?“
“I appreciate your honesty, time is scarce. But let me tell you something, this is the best opportunity you will ever get to improve your results. Do you really want to miss out on that?“
“I respect that, time is limited. But so is this offer. We are giving you a special discount of 50% if you sign up today. This is a once-in-a-lifetime deal. Are you ready to take action?“
“No problem, I don’t want to take up your valuable time. Can I send you a quick email with some information that might interest you?“
“I appreciate your honesty, time is of the essence. That’s why I’m calling you today to offer you a limited-time deal that you won’t want to miss.“
“I hear you, time is money. That’s why our product is designed to help you increase your productivity and efficiency. Can I show you a short demo of how it works?“
“I respect your time, that’s why I’m calling you now. This is a rare opportunity to get access to a premium service at a discounted price. Are you sure you want to pass it up?“
Why do prospects say they don’t have time?
One of the most common objections that salespeople face is when prospects say they don’t have time to talk or listen to a pitch. This can be frustrating and demoralizing, but it doesn’t have to mean the end of the conversation.
There are several possible reasons why prospects say they don’t have time, and understanding them can help salespeople overcome this objection and move the sale forward.
Some of the reasons why prospects say they don’t have time are:
- Not interested in the product or service and want to end the call politely.
- Busy with other tasks or priorities and don’t want to be distracted.
- Not ready to make a decision or commitment and want to delay the process.
- Sceptical or distrustful of the salesperson or the company and want to avoid being pressured.
- Not the decision-maker or influencer and don’t have the authority to buy.
Knowing these reasons can help salespeople tailor their responses and address the underlying concerns of the prospects.
For example, if the prospect is not interested, the salesperson can try to pique their curiosity by asking a question or sharing a benefit.
If the prospect is busy, the salesperson can ask for a specific time to call back or send an email with relevant information. If the prospect is not ready, the salesperson can offer to provide more value or proof of the product or service.
Related post: The Psychology Behind Price Objections and How to Counteract Them
If the prospect is sceptical, the salesperson can build rapport and credibility by sharing testimonials or case studies. If the prospect is not the decision-maker, the salesperson can ask for a referral or an introduction to the person who is.
By understanding why prospects say they don’t have time and responding accordingly, salespeople can overcome this objection and keep the conversation going. This can lead to more opportunities, more conversions, and more sales.
Conclusion: Avoid These Common Mistakes When Dealing With Time Objections
One of the most common challenges that sales reps face is how to handle time objections from prospects. Time objections are when prospects say they are too busy, they need more time to think, or they want to postpone the decision.
Here are some common mistakes that sales reps make when handling time objections and how to avoid them:
Giving up too easily.
Some sales reps take time objections at face value and assume that the prospect is not interested or qualified.
They may end the call or email without trying to overcome the objection or schedule a follow-up. This is a mistake because time objections are often a sign of interest, but also a sign of hesitation or uncertainty. Sales reps should probe deeper and find out the real reason behind the objection, such as lack of urgency, budget, authority, or trust.
Being too pushy.
Some sales reps go to the other extreme and try to pressure the prospect into making a decision on the spot.
They may use aggressive tactics such as scarcity, fear, or guilt to create a false sense of urgency. This is a mistake because it can backfire and damage the relationship with the prospect.
Sales reps should respect the prospect’s timeline and decision-making process, but also create value and differentiation that make the prospect want to act sooner rather than later.
Not following up.
Some sales reps handle time objections well in the moment, but fail to follow up with the prospect until they are ready to buy.
They may forget to send relevant information, reminders, or check-ins that keep the prospect engaged and interested. This is a mistake because it can lead to losing the prospect to a competitor or losing their attention altogether.
Sales reps should have a clear and consistent follow-up strategy that adds value and builds trust with the prospect until they close the deal.
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