Got a Minute?

H ave you ever had a prospect say, "I just don't have the time to talk right now." Being a busy professional yourself, you can appreciate time constraints. But the flip side of that coin is that prospects racing against the clock to improve their bottom line probably need your services now more than ever.

Don't be put off by this common stall technique. Recognize it as a great opportunity to show the prospect that he or she needs your help. The following responses will get you past the time objection and get you in the door to a successful presentation:

- I completely understand you're too busy today. How about tomorrow at 10 a.m. - or would 2 p.m. be better?

- I know you're extremely busy. That's why I've condensed my presentation specifically for you in three key points. Let's run through them now.

- I agree with you. Time is valuable. That's why I'm not going to waste yours. I'll get right to the facts of how my services will improve your business.

- Of course you're busy. Look how successful you are. If you weren't, you wouldn't need my services.

- If a customer came in right now, would you be too busy to talk to them? I can generate more sales and profits, just as a customer can. Let me show you how.

- I can see your business is doing great. I can make your business even more successful. Here's how.

- If you're busy, I can quickly show you how to make the most of the time you do have.