How to handle: "We're in the middle of [a big project / move / launch]."
Things rarely 'settle down' — there's always a next fire. Either solve in parallel or set a hard date.
What they're really saying
Things rarely 'settle down' — there's always a next fire. Either solve in parallel or set a hard date.
Common variants you'll hear
- "We're swamped right now"
- "After this rollout"
- "Once things settle down"
Three rebuttals — weak, strong, and elite
Same objection, three skill levels. Read all three, then drill the elite version until it falls out of your mouth.
Weak rebuttal
"Totally get it — focus on what matters. Reach out when you're ready."
Why it works: Accepts 'wait' without a defined return point.
Strong rebuttal
"Makes sense — you should finish what you started. Quick question: when does [the project] realistically wrap, and what's the very next priority after it? Because I'd rather get on your calendar with a real date than be a 'maybe' floating in your inbox."
Why it works: Validates the chaos but pins down a real date.
Elite rebuttal
"I get it, and ironically the people who say 'we're swamped' are usually the ones who need this most — you're swamped because [the gap we'd fix]. So let's not pretend you'll have a quiet month next quarter, you won't. Two options: option one, we lock it in today, you do nothing, and we don't even kick off until [their actual quiet window]. Option two, we set a hard 30-minute meeting on [specific date] — not a 'check-in,' a decision meeting — so it doesn't drift. Which one moves this forward without adding to your plate?"
Why it works: Reframes 'busy' as proof they need this, and offers a frictionless on-ramp.
Follow-up questions
- What's the realistic finish date for the current project?
- What's the very next thing that takes priority after?
- Would 'decide now, start later' work — or is it really about the decision itself?
Bridge back to the close
"Let's not let this float. Either lock it in with a delayed start, or put a real decision meeting on the calendar — not a vague follow-up."