Consultative selling takes time. Focusing on a handful of leads where you've crafted solutions, made presentations or demos, sent over proposals, is an investment of time and resources. Following up with those leads takes more time. So when, after weeks or months of follow-ups, trying to get a yes, a lead turns around and says "Now isn't a great time", it can be pretty frustrating. However, in many other cases, a "now isn't a good time" is an objection. A roadblock that you need to overcome. It isn't always easy, but it can be done