Worked Walkthrough: Turn "Not Now" Into a Timing Map
Map a timing objection into capacity, disruption, attention, and proof-window risks.
The buyer says, "Not now. We are underwater," after seeing a workflow improvement that could help but would require some team attention. Timing map: capacity, disruption, attention, proof window, priority conflict The common trap is shrinking the ask without knowing the timing risk. Offering "just 30 minutes" may still be wrong if the real issue is mental attention or political focus. Acknowledge load Say: "I hear that the team is underwater. I do not want to add a project that makes the quarter worse." This earns permission because it shows you are not minimizing the current pressure. Assess the timing…
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