Quote from James A.Hart on July 16, 2025, 10:31 pm

You’ve just finished a great sales call.

The prospect seems interested, the conversation went well, and you’re feeling optimistic. Then they say the dreaded words:

“Call me back in two weeks.”

Most salespeople accept this at face value. They say “Sure,” hang up, set a reminder for two weeks later—and the lead is never heard from again.

Let’s break down what’s really happening, and how to handle it like a pro.

Why “Call Me Back” Is Often a Lie

When a prospect tells you to follow up in two or three weeks, what they’re often saying is:

“I don’t want to say no, but I also don’t want to make a decision right now.”

This doesn’t always mean they’re uninterested—but it does mean there’s a hidden objection they’re not voicing.

It could be fear, doubt, budget concerns, or simply feeling overwhelmed.

Most prospects won’t say, “I don’t believe you,” or “I’m afraid to invest.”
Instead, they delay.

Why Time Kills Deals

Here’s the truth:
You will never get the prospect as hot as they were at the end of that first call.

That’s when the problem is fresh. The solution is clear. Emotions are high.

But when you wait two weeks?

• They forget the pain.
• Their excitement fades.
• Other priorities take over.

By the time you call back, the urgency is gone. You’re back at square one—or worse, they ghost you.

How to Respond Strategically

Instead of saying “No problem, I’ll call in two weeks,” you need to uncover what’s behind the delay.

Here’s what you can say:

“Totally understand. Just so I can follow up effectively—what do you feel needs to happen in the next two weeks before making a decision?”

This simple question invites honesty. It helps you find out if:

• They’re waiting for budget approval.
• They’re still comparing options.
• They’re not sure it’s worth the investment.

Then you can address that real issue—instead of chasing a vague promise.

Set a Shorter, Specific Follow-Up

Let’s be honest. If they’re not ready to move in the next 2–3 days, they won’t be more ready in 2–3 weeks—unless something changes.

So rather than “I’ll call you in two weeks,” try this:

“I’ll send over the proposal, and let’s book a 15-minute check-in tomorrow or the day after. That way it’s still fresh and you can ask any questions before things pile up.”

Keep it tight. Keep it specific.

Don’t leave the next step to chance.