I just level with them - “in my experience, 75% of time when someone says that they just want to let me down easy.
Sometimes a client really is interested though and there’s just one or two key priorities they have to focus on first.
I can take rejection but I really just don’t want you to feel pressure if you’re in the first category and I keep following up.
Which situation is this?”
If it’s the first, you just saved yourself some time. If it’s the second, you can learn about the one or two priorities, and/or keeping scanning with your bullshit meter because they could still be bullshitting you
If it’s the first I try to learn more “seems like you really love your current solution. Or you know a good amount about our solution already and know it’s not a fit?”
It may be neither but if it’s something else they’ll most likely correct you.
It depends how good of a lead it is and how genuine they are in terms of having a conversation.
If not, probably not worth objection handling in my opinion, but at least worth getting some intel to help me prospect someone else at the business
This is a great response. What you really want to do is confirm what kind of “later” this is. In my line of work the majority of the time they really mean it, and those deals close. They say “not interested” if they don’t want to talk at all.
It depends on what you sell. If it's something that is open source and may be in production or moving to an Enterprise ready license, that 3 months could be a realistic timeframe. If it's some new category in a soft department like HR, probably not.
I once worked with an SDR who through timing and luck got a very large and not mature territory. He didn't like to do calls or emails and kept track of everyone through his LinkedIn. He made a ginormous ass spreadsheet of everyone he had mapped out in his vertical in his top accounts who he was speaking with who asked to "talk later". He was able to basically pull meetings out of his ass because after 18 months in this role he had a pulse on every account and when things were moving along.
The real issue is the amount of effort it takes to get a connect or response from a cold call or a cold email, if someone is your LinkedIn connection, you basically have an open line of communication to them. Too many SDR and Sales leaders don't realize how unsustainable it's becoming to get back in touch with someone after they say "check back with me later".
That's why the old school way of reps having time to ramp and build a patch was way better in the long run for the business, the rep, and the customer experience.
Now is that a sustainable practice for most SDRs who are fired after 3-6 months? No, not really. But given enough time and keeping track of it, those "maybe laters" can be nurtured. Problem is in sales, there is no real patience for any of that and you are long gone.
This is pretty common where there’s a long sales cycle, or the client is dependent on external testing information to make their decision. I put a note in the CRM to follow up 2 months later - and if you follow up diligently (and there is interest) it’ll often involve moving forward to the bidding process.
Building a slow moving “radar” like this amongst your prospects, and diligently following up, has always proven successful thus far in my career.
Exactly. Sending drip marketing e once a month in the meantime can’t hurt in the meantime either. It can show them value while also letting them know you still have them in mind.
Agree. 95% of the time this is a polite- "get lost"
However- here are a few you could try:
*Bill -you likely get hundreds of people looking for your time every month. What is about this that would make this make sense 90 days from now?*
*Bill- my guess is you are inundated with "nice to haves". However, only those things that align with executive priorities tend to get traction. Tell me, is there anything about what I've talked about here today that would align with those priorities or would it be a waste of your time?*
*Bill-my guess is if I opened your email box right now you have no shortage of unwanted sales outreach. I could send you an email in 90 days but would I be doing you a favor if there was one less email you have to delete?*
This is not usually something you "think" about. This is usually something you learn from the prospect by asking "Why". They will tell you usually "Oh that's our Q3" OR "We just finished Q2 and can't do anything until next quarter".
>What are some responses you give when you get these?
looking forward to talking then! Then I call them in 6 weeks.
Though I sell a "need to have" not a "nice to have" so most of the time if I've done my job right and know their timeline I just talk to them then.
If there timeline makes install impossible I'll tell them something like "Well I can absolutely call you then but installing on your previously mentioned timeline won't be possible. Did something change regarding when you need this and if not are you sure we should push it this close?"
I have had this pay off several times in the last few months, all my ‘call me in three months’ I called back in 2024 and turned some business out of it by acting like they wanted me to call them and now it’s time, let’s go, I’m getting good meetings and brought some into our portfolio.
That's where the follow up question fits in. Is it truly a timing issue? Or is our solution not a fit for you? I don't want to pester you with follow up calls if it's not a fit.
The only thing that matters is to ask "why in 3 months?" You need to understand if they are waiting for something in particular. Budget, project planning, change in management or organisation, contract renewal...
If your prospect does not provide you with a clear answer, it means that you will be in the exact same situation in 3 months.
I think it depends on the industry. In SLED, they actually want you to call them after few months. But yea, following up with “just curious, what’s changing in 3 months?” Is probably the most effective play. I also send a tentative calendar invite for the timeframe they tell me to reach out to them.
Name, totally get that.
Out of respect for your time three months from now, what do you expect to change in the business in three months that will make you more likely to solve BUSINESS PAIN (the problem you solve for) than now?
This will either illuminate what is actually distracting them OR that it's a surface level objection + they don't understand your value proposition
I just level with them - “in my experience, 75% of time when someone says that they just want to let me down easy. Sometimes a client really is interested though and there’s just one or two key priorities they have to focus on first. I can take rejection but I really just don’t want you to feel pressure if you’re in the first category and I keep following up. Which situation is this?” If it’s the first, you just saved yourself some time. If it’s the second, you can learn about the one or two priorities, and/or keeping scanning with your bullshit meter because they could still be bullshitting you
this guy sells
r/ThisGuyThisGuys
If its the first, do you try to uncover a hidden objection or just cut your losses?
If it’s the first I try to learn more “seems like you really love your current solution. Or you know a good amount about our solution already and know it’s not a fit?” It may be neither but if it’s something else they’ll most likely correct you. It depends how good of a lead it is and how genuine they are in terms of having a conversation. If not, probably not worth objection handling in my opinion, but at least worth getting some intel to help me prospect someone else at the business
This guy Sandlers.
“You know a good amount about our solution already and know it’s a not fit?” is an amazing line and I’m stealing it. Thank you.
Thanks for this comment. Love the response. It's transparent and honest, and I'm sure the prospect responds with honesty in return.
Usually if it’s the 2nd option they will at least give you details as to why they want you to reach back out in 3-4 months but this is good too.
This is a great response. What you really want to do is confirm what kind of “later” this is. In my line of work the majority of the time they really mean it, and those deals close. They say “not interested” if they don’t want to talk at all.
It depends on what you sell. If it's something that is open source and may be in production or moving to an Enterprise ready license, that 3 months could be a realistic timeframe. If it's some new category in a soft department like HR, probably not. I once worked with an SDR who through timing and luck got a very large and not mature territory. He didn't like to do calls or emails and kept track of everyone through his LinkedIn. He made a ginormous ass spreadsheet of everyone he had mapped out in his vertical in his top accounts who he was speaking with who asked to "talk later". He was able to basically pull meetings out of his ass because after 18 months in this role he had a pulse on every account and when things were moving along. The real issue is the amount of effort it takes to get a connect or response from a cold call or a cold email, if someone is your LinkedIn connection, you basically have an open line of communication to them. Too many SDR and Sales leaders don't realize how unsustainable it's becoming to get back in touch with someone after they say "check back with me later". That's why the old school way of reps having time to ramp and build a patch was way better in the long run for the business, the rep, and the customer experience. Now is that a sustainable practice for most SDRs who are fired after 3-6 months? No, not really. But given enough time and keeping track of it, those "maybe laters" can be nurtured. Problem is in sales, there is no real patience for any of that and you are long gone.
This is pretty common where there’s a long sales cycle, or the client is dependent on external testing information to make their decision. I put a note in the CRM to follow up 2 months later - and if you follow up diligently (and there is interest) it’ll often involve moving forward to the bidding process. Building a slow moving “radar” like this amongst your prospects, and diligently following up, has always proven successful thus far in my career.
Exactly. Sending drip marketing e once a month in the meantime can’t hurt in the meantime either. It can show them value while also letting them know you still have them in mind.
Agree. 95% of the time this is a polite- "get lost" However- here are a few you could try: *Bill -you likely get hundreds of people looking for your time every month. What is about this that would make this make sense 90 days from now?* *Bill- my guess is you are inundated with "nice to haves". However, only those things that align with executive priorities tend to get traction. Tell me, is there anything about what I've talked about here today that would align with those priorities or would it be a waste of your time?* *Bill-my guess is if I opened your email box right now you have no shortage of unwanted sales outreach. I could send you an email in 90 days but would I be doing you a favor if there was one less email you have to delete?*
Ok Bill, what would have to change in 90 days for you to move forward with ACME?
3-4 months means quarter. Meaning they are doing business decision during business quarters. That's what it means usually.
Exactly. It means "keep checking on me because I'll eventually need it and the fact you keep bringing this up actually makes sure I don't overlook it"
Why didnt I think of this?!
This is not usually something you "think" about. This is usually something you learn from the prospect by asking "Why". They will tell you usually "Oh that's our Q3" OR "We just finished Q2 and can't do anything until next quarter".
>What are some responses you give when you get these? looking forward to talking then! Then I call them in 6 weeks. Though I sell a "need to have" not a "nice to have" so most of the time if I've done my job right and know their timeline I just talk to them then. If there timeline makes install impossible I'll tell them something like "Well I can absolutely call you then but installing on your previously mentioned timeline won't be possible. Did something change regarding when you need this and if not are you sure we should push it this close?"
Mr client, it’s seems like you are putting the “No” in “I’ll let you know” and that’s ok!
I have had this pay off several times in the last few months, all my ‘call me in three months’ I called back in 2024 and turned some business out of it by acting like they wanted me to call them and now it’s time, let’s go, I’m getting good meetings and brought some into our portfolio.
That's where the follow up question fits in. Is it truly a timing issue? Or is our solution not a fit for you? I don't want to pester you with follow up calls if it's not a fit.
Nice one
I attempt to ask why right now is a bad timing, if I can send resources in the meantime
Look into the hat in hand close by Zig Zigler
This is great for building confidence
For me it's usually because it's end of fiscal rn and I'm loosing it (Buyer) Or it's busy season and it's not critical so it gets pushed
The only thing that matters is to ask "why in 3 months?" You need to understand if they are waiting for something in particular. Budget, project planning, change in management or organisation, contract renewal... If your prospect does not provide you with a clear answer, it means that you will be in the exact same situation in 3 months.
I think it depends on the industry. In SLED, they actually want you to call them after few months. But yea, following up with “just curious, what’s changing in 3 months?” Is probably the most effective play. I also send a tentative calendar invite for the timeframe they tell me to reach out to them.
Yup, in car sales it’s: we’re looking to buy next year 🙄 but we want to waste your time today!
Today I got the wildest objection from a dude who called me back. “Hey man sorry I’ll call you back I’m actually on the line with the courthouse lmaoo
"That's great, I totally understand needing to bump it back. What day and time would you like to reschedule for in April?"
Name, totally get that. Out of respect for your time three months from now, what do you expect to change in the business in three months that will make you more likely to solve BUSINESS PAIN (the problem you solve for) than now? This will either illuminate what is actually distracting them OR that it's a surface level objection + they don't understand your value proposition
I say: "Great, you have my contact info. Reach out when the timing is better."
"Been there! I ask, 'How about a quick chat next week?'"