How to Handle:
“Call me back next quarter”
This objection is a classic delay tactic that pushes the decision to an ambiguous future date. While sometimes legitimate, it often indicates the prospect does not see enough urgency or value to prioritize your solution now.
Why Prospects Say This
Prospects use this to buy time when they are not ready to commit or say no. It could signal budget constraints, competing priorities, lack of internal alignment, or simply that you have not created enough urgency. The vagueness of 'next quarter' makes it easy to postpone indefinitely.
Best Responses
The Pinpoint Approach
“Happy to do that. To make sure I'm reaching out at the right time—what specifically will be different next quarter? Is it budget, bandwidth, or something else I should know about?”
Why It Works
Forces specificity and uncovers the real blocker. If they cannot articulate what changes next quarter, the objection loses its power.
Best For
Any situation where you need to understand if the delay is legitimate
The Value Reminder
“Absolutely, I'll mark my calendar. Before I go—you mentioned [specific pain point] is costing you [X] per month. Over a quarter, that's [3X]. Is that a cost you're comfortable absorbing while we wait?”
Why It Works
Makes the abstract cost of delay concrete. Three months of pain is harder to dismiss than a vague future conversation.
Best For
When you have quantified their pain during discovery
The Micro-Commitment
“I can definitely follow up then. In the meantime, would it be helpful if I sent over a brief analysis of how companies similar to yours have solved [problem]? That way when we reconnect, you'll have context to move quickly if it makes sense.”
Why It Works
Keeps you engaged without pressure. Providing value between now and next quarter keeps you top of mind and builds credibility.
Best For
Long sales cycles where nurturing is essential
The Calendar Lock
“Perfect. Let's get something on the calendar now for early Q2 so we both have it blocked. Does the week of [specific date] work? And just so I'm prepared—what would you want to have accomplished by then to make a decision?”
Why It Works
Turns a vague postponement into a concrete commitment. Having a calendar invite makes the follow-up real, not theoretical.
Best For
When the prospect seems genuinely interested but constrained
Do's and Don'ts
Do This
- Get specific about what changes next quarter (budget, team, priorities)
- Lock in a specific follow-up date on both calendars
- Quantify the cost of waiting three more months
- Provide value in the interim with relevant content and insights
- Set up automated touchpoints to stay top of mind without being annoying
Don't Do This
- Accept the vague timeline without pressing for specifics
- Disappear for three months and expect them to remember you
- Send weekly check-in emails that add no value
- Assume the deal is dead—many close after the delay period
- Forget to document why they delayed for your follow-up conversation
Follow-up Questions to Ask
“What specifically will be different about Q2 that makes it a better time?”
“Will there be a new budget available, or is this about capacity?”
“Are there other stakeholders I should be talking to in the meantime?”
“What would need to happen for this to become a Q1 priority instead?”
“Is there a specific date when planning for next quarter starts?”
“Would it be helpful to have a proposal ready before budget discussions begin?”
Industry-Specific Variations
“We're focused on renewals this quarter”
“That makes total sense—renewal season is intense. What if we ran a quick pilot alongside your renewal work? It's low-touch and would give you data to budget for next year.”
“We're slammed with client work until next quarter”
“I hear that—utilization is king. Our implementation is designed to be hands-off for your team. Would a 20-minute overview to see if that's true be worth it?”
Pro Tips
- The week before 'next quarter' starts, send a personalized video message referencing your previous conversation. Video stands out in crowded inboxes.
- During the waiting period, share industry news, competitor moves, or case studies that relate to their specific challenges. Stay relevant without being salesy.
- Ask if you can be included in their next quarterly planning meeting, even just to provide market context. It's a long shot but can work.
- Track their company news during the wait. Funding, leadership changes, or public announcements are perfect reasons to reach out early.
Tired of Handling Objections?
Let us handle the prospecting and objections for you. We book qualified meetings with decision-makers who are ready to talk - no cold call rejections.
Get Qualified Meetings