Common Cold Call Objections and How to Respond
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Common Cold Call Objections and How to Respond
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Common Cold Call Objections and How to Respond
- 2. 1. What is this in regards to? 2. Is this a sales call? 3. I am not interested. 4. We do not have budget/money right now. 5. We already use somebody for that. 6. We are not looking to make any changes right now. 7. Just send me your information. 1. What is this in regards to? 2. Is this a sales call? 3. I am not interested. 4. We do not have budget/money right now. 5. We already use somebody for that. 6. We are not looking to make any changes right now. 7. Just send me your information.
- 3. What is this in regards to? Introduce yourself and your company Schedule an appointment or meeting Learn about the prospect’s needs Share details about what I sell Is this a salesperson that is trying to sell something?
- 4. The reason for my call is that we help businesses to: • Get their reps generating more leads • Improve the performance for every rep on the team • Decrease sales staff turnover What is this in regards to? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 5. The reason for my call is that we help businesses to: • Get their reps generating more leads • Improve the performance for every rep on the team • Decrease sales staff turnover What is this in regards to? Is this a sales call? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
- 6. What is this in regards to? Is this a sales call?
- 7. You don’t need to overcome the objection. You don’t need to change their mind. I am not interested.
- 8. Ultimate Goal: Close the sale Immediate Goal: Close on the next step TWO GOALS I am not interested. VALID REASON TO NOT CONTINUE Sell the Product – Overcome the Objection I am not interested. NOT A VALID REASON TO NOT TALK Sell the Next Step – Establish the Conversation
- 9. I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE I understand. If I could ask you real quick: • How do you feel about the amount of leads your reps are generating? • How much pressure is there to get reps performing better? • How important is it to find ways to decrease having to let reps go due to poor sales performance?
- 10. I understand. If I could ask you real quick: • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • How long does it take to get reps ramped up and performing? • Are you doing any type of cold outreach? • What is your sales staff turnover rate? • When was the last time you looked at improving your sales training? • Are you the right person to discuss this area with? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 11. I understand. Some businesses we work with have challenges with: • Difficult to get reps to generate new business • Too many underperforming reps • Sales staff turnover is costly to the organization Are you concerned about any of those areas? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 12. I understand. I am not reaching out to you to try to sell you anything. We are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn about you and share some information about us. That way, when you are ready to make a change, you can know who we are and how we can help. Are you open to putting a brief conversation on the calendar? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.
- 13. Just send me your information. They do not plan to do anything with your information.
- 14. Just send me your information. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE I can certainly do that. So that I know what to send you, can I ask you real quick: • How do you feel about the amount of leads your reps are generating? • How much pressure is there to get reps performing better? • How important is it to find ways to decrease having to let reps go due to poor sales performance?
- 15. I can certainly do that. So that I know what to send you, can I ask you real quick: • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • How long does it take to get reps ramped up and performing? • Are you doing any type of cold outreach? • What is your sales staff turnover rate? • When was the last time you looked at improving your sales training? • Are you the right person to discuss this area with? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE Just send me your information.
- 16. I can certainly do that. Actually, there is a lot of information I can send over. Would it be easier to just have a brief call on another day to answer questions and share the information instead of me sending over a lot of documents? Can we put a brief call on the schedule? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE Just send me your information.
- 17. The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales role-play simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy For Businesses IMPROVEMENTS • Get their reps generating more leads • Improve the performance for every rep on the team • Decrease sales staff turnover CHALLENGES/CONCERNS • Difficult to get reps to generate new business • Too many underperforming reps • Sales staff turnover is costly to the organization PAIN QUESTIONS • How do you feel about the amount of leads your reps are generating? • How much pressure is there to get reps performing better? • How important is it to find ways to decrease having to let reps go due to poor sales performance? CUSTOMER EXAMPLE • We worked with a software business • They were having difficulty generating leads and new accounts • We solved that with our SMART Sales System • This helped to get reps generating more leads • Improved performance for every rep on the team PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE CURRENT STATE QUESTIONS • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your
- 21. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT INTRO CLOSE
- 23. 1. What is this in regards to? 2. Is this a sales call? 3. I am not interested. 4. We do not have budget/money right now. 5. We already use somebody for that. 6. We are not looking to make any changes right now. 7. Just send me your information. 1. What is this in regards to? 2. Is this a sales call? 3. I am not interested. 4. We do not have budget/money right now. 5. We already use somebody for that. 6. We are not looking to make any changes right now. 7. Just send me your information.
Editor's Notes
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.