This is one of the most common blow-offs that prospects use. It’s easy – it indicates interest, but doesn’t commit to any of their time. Most of the time it simply means: “I don’t want to spend time with you.” This is very hard to overcome. There are two types of deliverables to consider and two ways to handle this objection…
- Proposals / Quotes: First of all, schedule an appointment with your prospect before the proposal is done. If you haven’t started on the proposal yet, they still need you and will likely schedule time with you. Don’t email your prospect saying “I’ve got the proposal done and would like to stop by to review it with you.” At that point, you’ve done all the work and they know you’ll send it to them without seeing them. At the very beginning of the cycle, schedule a proposal review appointment. If you’re not sure about the amount of time you need to complete the proposal, schedule it conservatively to make sure you can complete it by that time.
As you’re scheduling the appointment, let them know that there are some unique options that you’d like to cover in person with them. Don’t position the meeting as a typical proposal review meeting. If they refuse and you feel as though you’re simply a bidding tool for them, consider not investing time in developing the proposal.
- Marketing / Educational Material: Don’t tell your sales manager that I said this, but sometimes it’s better to send the material. If you know that your prospect is analytical or task-oriented, then don’t fight them on this. Send them the material and follow-up with them later. Analytical people get annoyed working with other people. Many times they would rather read a white paper by themselves in a corner than have a sales person educate them on the highlights. That’s ok. In fact, it’s an opportunity to be their least annoying sales person, which translates to one of the highest compliments from a task-oriented prospect.
If your prospect is a socializer and your relationship progresses every time you get together in person, then get in front of them. If you can’t get them to commit, then wait. Ask them when you should call them back.
Always anticipate this objection and acknowledge it before they mention it. “I know you’re slammed, but it’s pretty important that we review this together. It won’t take more than 20-30 minutes.” You’ve acknowledged their busy schedule and stated how important it is that you meet. This doesn’t work every time, but you will increase your ratio dramatically by positioning your appointment in this manner.
Good luck – this is one of those game changers if you can master it.
