The now is not the right time objection is the most common, least informative, and most universal response in sales, which is exactly why it shows up in this exchange.
- Customer: “Now is not the right time.”
- BDR: “Totally fair. If we think about it… when has it ever truly been the right time?”
- Customer: “Honestly? Never.”
- BDR: “Great — since ‘never’ is fully booked, how about we steal 15 minutes from your ‘barely possible’ column?”
- Customer (smiling): “…Okay, that I can do.”
Why This Exchange Works
This moment lands because the BDR doesn’t argue with the objection. Instead, he reframes it. By acknowledging that “the right time” rarely exists, the conversation shifts from resistance to realism. The customer feels understood, not pushed.
This is where structured conversations matter. Much like a well-designed Yonyx Interactive Decision Tree, the BDR follows a clear logic path instead of improvising under pressure.
Objection Handling Is a Decision Tree
Great objection handling isn’t magic — it’s pattern recognition. Most objections fall into predictable categories, and the best responses are often known in advance.
- If timing is vague, reframe the commitment
- If urgency is missing, reduce the ask
- If resistance is emotional, acknowledge it first
Sales teams that document these paths remove guesswork from live conversations. Instead of reacting, reps follow a proven flow that keeps the conversation moving forward.
Where Structure Helps Sales Teams Win More Often
The same logic that guides support agents also works for sales. With Yonyx Interactive Decision Trees, teams can standardize objection handling, coach reps consistently, and ensure every response aligns with what actually works in the field.
And when prospects want to self-educate before that call, guided experiences built with AskYourFAQ help answer common questions without forcing them through static content.
Call to Action
If your sales conversations still depend on improvisation, it may be time to map the paths that lead to yes. Turn objections into predictable outcomes with Yonyx Interactive Decision Trees.
