Most objections that arise at this stage are about product features or price. If the buyer asks you to call back next month, one of four things has happened:
He has just received new information that significantly changes his situation.
He has decided that the product is not suitable, but wants to avoid telling you "no".
He inadvertently concealed important details.
He's still considering other vendors or processing what he learned during the presentation (which usually means you didn't create a sense of urgency).
To determine whether to back out of the deal or keep trying, find out the reason for the delay or check for interest.
1) "Yes, I can call you back. So, as of today, I have the context I need, how will your situation change in January?"
This question will help you find out if the buyer has a real reason for delaying the conversation. If they say they are interested in buying but don't have the budget, suggest they make the deal now and pay later.
If the client’s circumstances are significantly different in January, use this new information to suggest next steps. Let’s say a new manager is joining the company, and your contact isn’t sure how that ivory-coast phone number data will impact the situation. You might respond, “I recently worked with a client in a similar role—we developed a proposal that she pitched to the new CEO in his first week. Not only was she very impressive, but her department received twice the funding it had the year before. Is that something you’d be interested in?”
If a customer doesn't have a compelling explanation for their actions, consider whether you should leave them and move on. Your January should be spent planning your sales for the rest of the year, not pestering lukewarm leads.
2) “Why did you wait and not bring up this objection immediately?”
You have both already invested a significant amount of time and resources to move the deal to this point. You have the right to hold the client accountable for any unexpected delay.
However, not all people will respond well to such a direct statement. If the buyer is trying to avoid conflict, such a question will damage the relationship.