As the year winds down, many sales professionals hear the dreaded phrase: “Not right now.” But what does that really mean? Is it truly a timing issue, or something deeper? In this episode, Rachel Clapp Miller sits down with Antonella O’Day to unpack the real reasons behind this common objection and share actionable strategies to keep deals warm without being pushy.

Antonella explains why “not right now” often signals more than just budget freezes and timing challenges. She outlines four key scenarios that could be at play—from lack of urgency to missing internal consensus—and offers practical questions to diagnose the situation. Plus, learn how to maintain momentum, deliver value during delays, and use cadence as a powerful lever to build trust and stay top of mind.If you’ve ever wondered how to turn a polite “no” into a future “yes,” this episode is packed with insights you can put into practice today.

What You’ll Learn in This Episode:

• Why “not right now” is rarely just about timing
• Four common scenarios behind the objection
• Diagnostic questions to uncover the real reason
• How to keep relationships warm without selling
• The role of cadence in building trust and credibility
• Tactical tips for delivering value during delays

Key Takeaways:

• Treat delays as a window to build relationships, not as dead ends.
• Deliver value without asking for anything in return—become a trusted resource.
• Use intentional, varied touchpoints to stay relevant without being annoying.
• Ask candid questions to save time and preserve relationships.