What to Do When a Prospect Says “I’m Not Ready Yet”

“When a prospect says they are not ready, what they truly mean is they are not clear.”

- Dan Rochon

Every salesperson hears it.
Every real estate professional hears it.
And almost every beginner treats it like a dead end.

But here is the truth I learned after thousands of sales conversations.
When a prospect says “I’m not ready yet,” they are not pushing you away.
They are asking for leadership.

They want clarity.
They want confidence.
They want to feel safe making a decision that matters.

Your job is not to convince.
Your job is to understand what is holding them back and guide them forward.

Let me walk you through how that happens.

Step One: Slow the moment down

Most salespeople rush the conversation when they hear an objection.
That creates pressure, and pressure kills trust.

Instead, slow everything down.
Stay calm.
Stay present.

Say something like…

“Tell me what part you do not feel ready for.”

This gives the prospect permission to speak freely.
Their answer will show you exactly what to do next.

Step Two: Find out what readiness means to them

Every buyer has a different definition of readiness.
Some need more information.
Some need reassurance.
Some need to process emotionally before they move logically.

Ask…

“What needs to happen for you to feel ready?”

You will be surprised at how clearly prospects explain their barriers.
And once you hear the barrier, you can help them overcome it.

Step Three: Bring them back to their reason for starting

Prospects forget why they reached out in the first place.
They forget the urgency they felt.
They forget the problem they wanted solved.

Bring them back to it.

“You mentioned earlier that you wanted to improve your situation. How important is that for you right now?”

This reconnects them to the purpose behind the conversation.
Purpose creates movement.

Step Four: Reframe readiness as progress, not perfection

Most prospects wait for the perfect moment.
Perfect timing.
Perfect finances.
Perfect circumstances.

But perfection is a stall strategy.
Progress is the real solution.

You can say…

“You do not need everything figured out right now. You only need to take the next step so we can move closer to the result you want.”

This reduces the emotional weight of the decision.

Prospects move when the next step feels simple.

Step Five: Offer partnership instead of pressure

People say they are not ready when they feel alone in the decision.

But when they feel supported, they open up.

“Let’s walk through this together so you feel confident with whatever we decide.”

You are not pushing.
You are standing beside them.

And that shift is powerful.

The Real Meaning Behind “Not Ready”

It is not hesitation.
It is clarity waiting to happen.

As long as you stay curious, calm, and connected to their goals, you can turn almost any stall objection into forward movement.

Readiness is not something you wait for.
It is something you create with the prospect.

That is how consistency is built in sales.

If you want deeper strategies that help you lead conversations with confidence and handle objections with ease, you will find everything inside Teach to Sell. The frameworks in this book will transform the way you communicate and close.

👉 Get your copy here

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