How do you overcome objections related to timing or urgency?

1 Identify the root cause

The first step is to understand why the prospect is hesitating or delaying. Is it a genuine reason, such as a budget cycle, a decision-maker, or a competitive offer? Or is it an excuse, such as a lack of trust, value, or urgency? You can use open-ended questions, such as "What is holding you back from moving forward?" or "What would make you feel more comfortable to commit today?" to uncover the root cause of their objection.

3 Create urgency and scarcity

The third step is to create a sense of urgency and scarcity that motivates the prospect to act now. You can use deadlines, incentives, discounts, limited offers, or exclusivity to create urgency and scarcity. You can use phrases, such as "This offer is only valid until the end of the month." or "We only have a few spots left for this program." to create urgency and scarcity.

4 Address risks and objections

The fourth step is to address any risks or objections that the prospect may have about your solution or the timing. You can use facts, data, guarantees, warranties, or testimonials to address risks or objections. You can use questions, such as "What are you concerned about?" or "What is the worst-case scenario if you move forward today?" to address risks or objections.

5 Ask for the commitment

The fifth step is to ask for the commitment or the next step in the sales process. You can use trial closes, assumptive closes, alternative closes, or direct closes to ask for the commitment. You can use questions, such as "Are you ready to sign the contract?" or "Would you prefer to pay by credit card or check?" to ask for the commitment.

6 Follow up and follow through

The sixth step is to follow up and follow through with the prospect until they sign the deal or take the action. You can use emails, calls, texts, or messages to follow up and follow through. You can use reminders, confirmations, thank-you notes, or value-added content to follow up and follow through. You can use statements, such as "I'm looking forward to hearing from you by Friday." or "Here's a link to a video that shows how our solution works." to follow up and follow through.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?