Objection Handling Scenarios
Objection: "The Timing Just Isn't Right"
Late-stage timing objection — usually a polite no, occasionally a real problem. Diagnose which one before reacting.
The situation
You've been working a $210K deal for three months. Discovery was strong, the demo landed, the business case checked out. Today, your Champion writes: 'After internal discussion, the timing isn't right for us. Let's reconnect in Q3.' Q3 is six months out.
Key stakeholders
- Diego SouzachampionVP Engineering (Champion)
- Unknown internal stakeholderneutralSource of the timing concern
Step 1
Decision pointThe email is short and final-sounding. Most reps either accept it or push back hard. Both lose.
What is your first move?