Sales Objection Handling: Turning “Not Right Now” Into “Let’s Talk in September”

Every salesperson has heard it: “Now’s not a good time—circle back after summer.”

In Q3, this is one of the most common (and honest) objections you’ll face. The key isn’t to fight it—it’s to reframe it.

A strong objection handling strategy turns these seasonal slowdowns into opportunities for positioning, relationship-building, and future success.

Why Summer Objections Are an Opportunity

When a prospect says “not right now,” they’re not necessarily saying “no.” Often, they’re simply acknowledging bandwidth issues—vacations, budget reviews, or leadership absences.

Your job isn’t to push harder; it’s to stay relevant.

July and August offer a rare chance to slow your approach, deepen your understanding of each account, and set yourself up for a productive re-engagement in September.

1. Sales Objection Handling Strategy: Listen for the Real Objection

Not every delay is about timing in sales objection handling. Listen carefully to uncover why they're deferring.

• Is it truly a scheduling issue, or are they uncertain about value?

  
  

• Do they need internal alignment before they can move forward?

  
  

• Are they waiting on budget clarity for Q4?

Once you know what’s really behind “not right now,” you can tailor your follow-up with precision instead of persistence.

2. Reframe the Pause

Instead of treating the objection as a wall, treat it as a window.

A great objection handling mindset sounds like this:

“I completely understand—summer’s a busy time for everyone. How about I send over a short summary now so we can pick up right where we left off in September?”

This approach respects their reality while keeping the door open. You’re not losing momentum—you’re banking it.

3. Stay Present Without Pressure

Summer is the perfect season for light-touch engagement:

• Send a thoughtful article related to their business.

  
  

• Comment meaningfully on their company’s LinkedIn updates.

  
  

• Share an industry insight they might find useful.

These small, genuine interactions keep you top-of-mind without being intrusive. When fall hits and they’re ready to re-engage, you’ll already be the first name they remember.

4. Prepare Your September Game Plan

If you handle the summer slowdown well, September can become your strongest month of the year.

Use the downtime to:

• Refine your follow-up messaging

  
  

• Schedule re-connect reminders

  
  

• Prepare updated proposals or case studies

When your prospects’ calendars fill up again, you’ll be ready with timing, context, and value perfectly aligned.

Bottom line: Great objection handling isn’t about pushing past resistance—it’s about guiding timing with confidence and empathy.

So when you hear “let’s talk in September,” take it literally—and strategically. Because how you manage the wait often determines how you win.

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If you're serious about driving sustainable sales growth and building a high-performing sales culture, now is the time to take action.

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