How to Handle the "Let's Wait Until After the Holidays" Objection
It is starting.
You can feel it on every sales call. You get to the end of a great conversation, the prospect loves the solution, but then they look at the calendar and say:
"This looks great. Tell you what, let's circle back after the holidays and get started in January."
As a solopreneur, your instinct is to be nice. You say, "Totally understand! Enjoy the time off. I'll reach out in January."
You just made a fatal mistake.
When you accept this objection, you are guaranteeing that your January revenue will be zero. You are pushing the start date to mid-January, which means the invoice date gets pushed to February. You just created a 60-day cash flow gap.
The "January Start" Close
Most prospects aren't trying to blow you off; they are just trying to protect their mental bandwidth. They are stressed about the end of the year and don't want to start a new project right now.
You need to separate the Commitment from the Kickoff.
The KYSS (Keep Your Sales Simple) philosophy is about removing friction. The friction here is "doing the work." The solution is to lock in the deal now but do the work later.
The Script
When they say, "Let's wait until January," do not fold. Use the "January Start" script:
"I completely understand. No one wants to start a complex project during the holidays.
Here is my recommendation: Let’s sign the agreement and secure your deposit today. That locks in your pricing and guarantees your spot on my calendar. We won’t actually start the work until January 6th.
That way, you go into the holidays with this checked off your list, and we hit the ground running on day one of the New Year."
Why This Works
Peace of Mind: You are solving a problem for them. They get to "check the box" and stop worrying about it.
Commitment: You get the signed contract and the deposit (cash flow!) in December.
Pipeline Protection: You aren't starting January with an empty pipeline; you are starting with a backlog of work.
Don't let the calendar kill your quarter. Secure the commitment now.
Build Your Full System
This is just one of the many objection handlers included in my "Plug & Play Playbook."
I've compiled my exact scripts for the holidays, price objections, and "ghosting" into a 15-minute digital course and manual: KYSS: Keep Your Sales Simple.
[Click here to get the KYSS Course & Manual today.]
Need More Than a Manual? Get Your Team.
Are you scared to push back when a client says "wait"?
In the Selling Pens Community, we roleplay these exact scenarios. We help you build the confidence to close deals in December so you can enjoy your own holiday break.
Join as a Community Member for peer feedback and live strategy calls.
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