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Sales Skills / Turn “No” Into “Not Yet” / Lesson 16
LESSON 16 · TURN “NO” INTO “NOT YET”

It Is Not the Right Time

Practical ways to answer “it is not the right time”, by learning what the right time looks like and staying useful until then.

Timing is real. Ask what changes it.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Objections (Jeb Blount), Never Split the Difference (Chris Voss), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Not the right time can be true or polite
TIP 1

Not the right time can be true or polite

It may mean a real conflict in their schedule or a gentle way to avoid saying no.

TRY THIS
Ask what is happening.
Photo for the tip: Ask what makes the timing difficult
TIP 2

Ask what makes the timing difficult

Understanding the reason shows whether it is a short delay or a deeper issue.

TRY THIS
Use a kind tone.
Photo for the tip: Ask when it would be a good time
TIP 3

Ask when it would be a good time

A specific answer, such as after the new year, gives you something to plan around.

TRY THIS
Note the date.
Photo for the tip: Offer a small step now
TIP 4

Offer a small step now

A short call or a sample can keep the relationship warm until the timing improves.

TRY THIS
Propose it lightly.
Photo for the tip: Link timing to benefits
TIP 5

Link timing to benefits

Explain gently how acting sooner could help, without pressure.

TRY THIS
Describe the gain.
Photo for the tip: Learn their calendar
TIP 6

Learn their calendar

Budget cycles, busy seasons and planning periods decide when buyers act.

TRY THIS
Ask about their year.
Photo for the tip: Keep in touch with useful content
TIP 7

Keep in touch with useful content

Share helpful ideas while you wait so you stay in mind.

TRY THIS
Send a monthly note.
Photo for the tip: Set a reminder to return
TIP 8

Set a reminder to return

Calendar the date they gave and contact them then.

TRY THIS
Do it without fail.
Photo for the tip: Respect a real constraint
TIP 9

Respect a real constraint

If the timing is truly wrong, thank them and leave the door open.

TRY THIS
Be gracious.
Photo for the tip: Look for early signals
TIP 10

Look for early signals

News about growth or change may mean the time is now.

TRY THIS
Watch for updates.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

AGREE

“That makes sense.”

ASK

“What would make the time right?”

DATE

“Shall we talk again in spring?”

HELP

“Is there anything I can prepare in the meantime?”

CHECK

“Is it timing or something else?”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Ask what would change the timing
DAY 2
Agree a date
DAY 3
Offer something helpful meanwhile
DAY 4
Check it is truly timing
DAY 5
Set a reminder
DAY 6
Follow up kindly
DAY 7
Review

Further reading

  • Objections (Jeb Blount)
  • Never Split the Difference (Chris Voss)
  • The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Turn "No" Into "Not Yet"”

Keep going. Small steps every day make a big change.

← Previous: I Need to Think About ItNext: Call Me Next Month →

  1. An Objection Is Interest in Disguise
  2. The Four Real Reasons for Every Objection
  3. Stay Calm When They Push Back
  4. Do Not Argue, Do Not Defend
  5. Pause Before You Answer
  6. Know the Top Ten Objections Before You Hear Them
  7. Write Your Own Objection Playbook
  8. Too Expensive: What They Really Mean
  9. Compared to What?
  10. Show the Cost of Doing Nothing
  11. Break the Price Into Small Pieces
  12. Explain Value Before Price
  13. Handle "Your Competitor Is Cheaper"
  14. When to Say "We Are Not the Cheapest"
  15. I Need to Think About It
  16. It Is Not the Right Time
  17. Call Me Next Month
  18. Just Send Me Something
  19. I Need to Talk to My Partner
  20. Create Honest Reasons to Act Now
  21. Follow Up Without Nagging
  22. We Have Had a Bad Experience Before
  23. I Am Not Sure It Will Work for Us
  24. We Already Use Someone Else
  25. We Are Happy With What We Have
  26. Reduce Risk With Proof
  27. Offer a Trial, a Pilot or a Guarantee
  28. Let Customers Reassure Customers
  29. Feel, Felt, Found Done Right
  30. Acknowledge, Ask, Answer
  31. Use "Help Me Understand"
  32. Reframe the Concern Kindly
  33. Turn the Objection Into a Question
  34. Know When to Stay Silent
  35. Spot a Real No
  36. Leave the Door Open
  37. Ask What Would Change Their Mind
  38. Learn From Every Lost Deal
  39. Stay in Touch With Lost Leads
  40. Come Back Later With a Fresh Reason
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