Ask prospects directly about timing early in the call: "Are you sure now is the right time? Why now and not six months ago?" Getting them to commit verbally makes it harder to later claim they need more time.
Objections, handle them as early as fucking possible, right? So for instance, you don't need time, you need information. One of the first things I'll ask on the call after I've done the whole yes or no thing, I'll go, are you sure? Have you already decided now is the right time to do this? Like, why now? Why not 6 months ago? And they'll go, oh yeah, I was thinking about it and now's the right time, right? So now you can't tell me at the end of the call, I need time, 'cause you fucking told me in the call now's the right time to do it.
