When a prospect says it's not a good time, repeat back what they actually want (locking in a solar rate, avoiding car repairs), then ask with concern, "What's really holding you back?" This uncovers the real objection, usually money, so you can address it directly.
So how do you respond if the prospect says, ah, now's not a really good time to sign up? Depending on your industry would depend on how you tweak this. You always repeat back the end result. So I might say, let's say if I'm selling solar, I'm not understanding, it's not a good time to lock in your rate and lower your bill? I'm not going to say it's not a good time to sign up. I want them to focus on what signing up does for them. So if I sold for a car dealership, hold on, I'm not understanding, it's Not a good time to get a newer car so you don't have to spend 6 grand on a new transmission? See, I'm repeating back the end result they wanted. Now, they'll always say, no, I don't mean that. And then you simply lean in and say, what's really holding you back then? With a concerned tone. And notice how they let their guard down and actually tell you the real concern. Well, I'm just concerned we don't have the money for it. Now you know what you're dealing with. It's a money objection. And now you know how to help them overcome the money objection or whatever the real objection is.
