How to Handle the ‘We Need More Time to Evaluate’ Sales Objection

Needing more time is completely understandable. Change—especially when it involves budgets, processes, or new tools—takes careful consideration. When a prospect says, “We need more time to evaluate,” they might really mean:

• Information is still being gathered, and options are being compared.
• Confidence in the right fit isn’t fully there yet.
• A careful decision is the priority to avoid future regrets.

This isn’t about pushing them to move faster—it’s about helping them feel confident in their evaluation process while keeping the momentum going.

How to Respond Without Rushing Them

1. Acknowledge & Show You Understand

Let them know you respect their decision-making process while opening the door for conversation.

Example:
"That makes total sense. This is an important decision, and I respect that you want to be thorough. Just so I can be helpful, what’s most important for you to evaluate at this stage?"

GPT Prompt:

Generate a response that validates their need for time while uncovering what they’re still evaluating.

2. Offer to Fill in Any Gaps

Sometimes, the need for more time comes from missing information or lingering concerns.

Example:
"Completely understandable. Many of our customers had similar questions during their evaluation. Would it be helpful if I shared how others in your position approached this decision?"

GPT Prompt:

Create a response that offers additional insights without pressuring the prospect.

3. Provide a Clear Next Step

If they need time, make sure there’s a plan in place to reconnect so the conversation doesn’t go cold.

Example:
"I want to make sure you have the time you need, but also that we don’t lose momentum. Would it make sense to check back in [specific date] to go over any new questions that come up?"

GPT Prompt:

Generate a response that keeps the conversation moving while respecting their need for time.

4. Share a Story About Someone in Their Position

Hearing how others navigated a similar decision can make evaluation feel easier.

Example:
"One of our customers was in a similar position—not wanting to rush, but also not wanting to overanalyze and miss an opportunity. They found that [key factor] really helped them decide. Want me to share what worked for them?"

GPT Prompt:

Craft a response that uses a success story to help the prospect feel more confident in their decision-making.

5. Offer a Low-Pressure Way to Move Forward

If they need more time, suggest a small step they can take while they evaluate.

Example:
"While you’re still evaluating, would it be helpful to explore a short trial or pilot program? That way, you can see firsthand how this would work for your team."

GPT Prompt:

Create a response that suggests a no-risk way to help them evaluate more effectively.

Cheat Sheet for Handling ‘We Need More Time to Evaluate’

Final Thoughts

Needing more time isn’t a bad thing—it’s a sign that the prospect wants to make a smart decision. Your role isn’t to rush them, but to help them evaluate efficiently and feel confident about their choice.

• Understand what’s driving their need for more time
• Fill in any gaps that might be slowing them down
• Ensure there’s a clear follow-up so the conversation doesn’t stall
• Share how others in their position navigated the same decision
• Offer a simple, low-risk way to move forward while they evaluate

The goal isn’t to pressure them—it’s to help them move from uncertainty to clarity.

How DocketAI Can Help

DocketAI makes evaluations easier by providing instant insights, customer case studies, and clear ROI comparisons—helping prospects make faster, more confident decisions.

🎯 See how it works—Book a demo today!