How to handle: "We have a procurement process that takes 3-4 months."
Map out procurement timeline and steps, then ask about expedited process if needed so the conversation moves from "we have a procurement process that" to the business outcome they actually care about.
What this objection really means
You're talking to a coach, not the economic buyer. Until the real decision-maker is in the room, the deal won't move. For "we have a procurement process that" specifically, the underlying job is to map out procurement timeline and steps before you say anything else — that one move usually reveals whether this is a genuine blocker or a reflex response.
Frequently Asked Questions
- What does "We have a procurement process that takes 3-4 months." really mean?
- You're talking to a coach, not the economic buyer. Until the real decision-maker is in the room, the deal won't move. In this specific case, the signal you're looking for is whether you've done step one: map out procurement timeline and steps. If that's missing, the objection will keep resurfacing.
- What's the best framework for handling this objection?
- Use the Authority & Decision-Making framework: Map the buying committee → Equip your champion → Earn a multi-threaded conversation → Pre-handle the EB's questions. For "we have a procurement process that" specifically, the move that matters most is to ask about expedited process if needed before you identify key stakeholders at each stage.
- Should I respond immediately or ask a question first?
- Ask first. A useful opener here is: "When you say 'we have a procurement process that', what's the specific thing driving that?" — it earns you the right to respond and prevents you from solving the wrong version of the objection.
- What's the single most common mistake reps make here?
- Letting a coach pitch internally for you with materials they don't fully understand. Specifically on "we have a procurement process that", reps tend to skip "map out procurement timeline and steps" — which is the one move that turns the objection from a wall into a conversation.
- How should I follow up if the call ends with "we have a procurement process that"?
- Send a short recap that mirrors their exact language, references one piece of proof (case study, benchmark, or customer quote), and proposes one specific, low-commitment next step with a date attached.
- Can I practice this objection with an AI buyer?
- Yes — LemCoach scenarios let you run a live roleplay where the AI prospect uses "We have a procurement process that takes 3-4 months." verbatim, then scores your response against the key points: Map out procurement timeline and steps; Ask about expedited process if needed; Identify key stakeholders at each stage.