Pat me on the head and tell me to go away. That’s the real meaning of call me in six months (or any nebulous “get back to me” after some period of time).

The prospect is really saying no! To overcome this objection, you must find out what true obstacles are in the way.

• Does the buyer really want your product?
• Is there someone else? Is your price too high?
• Can the prospect afford what you’re selling?

Sandra Lynch of Tri–Tel Communications says, “Is there a particular reason you prefer me to get back to you in six months?” No matter what the prospect says, agree with him/her. Set a firm (confirmed) appointment, even if it’s six months down the road. Don’t call back before the appointment, just show up, Sandra recommends.

Marlene Claiborne says “What would prevent you from taking action today?”

Fact is if the prospect says call me in six months you haven’t found the true objection.

I challenge you that the real reason(s) for this objection are found in the short list below:

1. You have not established rapport.
2. You have not established buyer confidence.
3. You have not established need.
4. You have not established a sense of urgency to buy today.
5. You have not established value.
6. You have not established trust.

You’ve done all that you say? The prospect is telling me the truth you say? Baloney, I say.

If you are looking for some truth in rejection try looking a bit deeper. The real reason might be one of these:

• The prospect isn’t the true decider.
• The prospect doesn’t have the money.
• The prospect doesn’t like you (or your company).
• The prospect doesn’t like your product.
• The prospect thinks your price is too high.
• The prospect has a friend or relationship established to buy or get your product or service in some other (more beneficial) way.

Are you willing (do you have the guts) to bottom–line the buyer? Ask him, “Are you really saying NO?” Anyone trying to get away without deciding needs to be pinned down and forced to be direct.

If you want to begin the process to overcoming this objection (stall), and find out where the sale is, do any one or combination of the following:

• Ask the prospect, “Do you see yourself buying in six months?”
• Find out who else is involved in the decision.
• Ask the prospect, “If you purchased now, do you see the benefit?”
• Ask what will be different in 6 months.
• Show that by purchasing now the prospect will save/earn back some or all of the purchase price in six months.
• Show how delay can cost more than purchase now.
• Ask if he has looked at the cost of delay.
• Show how the advantage of purchase now outweighs the hidden expense of waiting.
• Show the difference between spend and cost.

Wherever the answer lies (and often the prospect does just that), one fact is clear: if the prospect says get back to me in six months, YOU HAVE NOT UNCOVERED THE TRUE OBJECTION.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at editorial@mhwmag.com.