EP 252 – Now IS The Right Time
All salespeople are familiar with the ‘it’s not the right time’ objection.
~ Perhaps a holiday season is approaching.
~ Perhaps tax time is looming.
~ Perhaps the prospect has a family event/holiday coming up.
~ Perhaps the prospect feels that they’re too busy and just don’t have the time.
Here’s the thing:
If the prospect did have the time/money right now, they wouldn’t need the product/service.
In other words, it’s precisely because the prospect feels it’s ‘not the right time’ that we can be sure that now is the time that they need it most.