Overcoming 'This Isn't a Priority for Us This Quarter'
When a prospect says 'Not a priority,' they are saying the cost of your solution exceeds the perceived pain of their current problem. Here is how to reframe urgency.
Amit KasliwalCEO & Founder, Dehurdle
April 26, 20264 min read
The Friction
Accepting 'let's reconnect in Q4' without probing guarantees the deal will be forgotten. You must test whether priority is truly locked or if the buyer hasn't calculated the cost of delay.
The Cost-of-Delay Calculation Script
Recommended Spoken Script
"I completely understand you have multiple initiatives competing for bandwidth this quarter. Just so I understand your planning: your team is onboarding 12 new reps in August. If those reps ramp at the current 4-month cycle rather than 2 months, that represents roughly $180,000 in delayed quota. Is leadership comfortable absorbing that ramp cost, or would a lightweight 2-week pilot make sense to protect Q4 revenue?"
The 2-Minute Practice Drill
2-Minute Spoken Drill
The 2-Minute Practice Drill
Practice creating spoken urgency in Dehurdle's Timing Objection Simulator.