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Getting Around Prospect Objections

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Unfortunately, you are guaranteed to run into objections on just about every cold call. Either it is the prospect simply being busy or that they are not interested or that they ask you to just send your information.

These objections can not only be challenging, they can also be down right frustrating and sometimes ruin your day.

The good thing is that there are only about 10 objections that you will consistently face. With that being such a low number, you can easily build a list of the most common objections that will come up for you and from there you can prepare some responses.

Published in: Business, Technology
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Getting Around Prospect Objections

  1. 1. Dealing with Objections Sales Training Michael Halper
  2. 2. What are Objections • A prospect’s best weapon – Mini stop signs – Used to take control of the call and take it in a direction of their choosing • Common Objections: – 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 budget/money to spend.
  3. 3. Why this Step is Critical • Bad news: – Face on just about every cold call • Good news: – There are only around 10 objections that we will consistently face – By simply preparing for those, we can see an immediate improvement in performance – Improve mental fortitude
  4. 4. Objections Handling Options 1. Comply 1. Overcome 1. Redirect
  5. 5. Comply • To give in to the objection • Example: Prospect: “I am not interested” Caller: “OK, have a nice day.” • Weakest response - only use as a last resort • At some point, we have to comply • Rule of thumb: Comply after two to three other attempts
  6. 6. Overcome • To defuse the objection • Example: Prospect: “I am not interested” Caller: “OK, but we also have the auto tuning feature and are the global leader doing this for 30 years.” • Downside to trying to overcome: – Very challenging to change someone’s mind – Can be time consuming – Can give life to the objection • Tactics: (not recommended during cold calling) – Isolate, then get to the root – Feel, felt, found
  7. 7. Demonstration of Overcome Isolate, then get to the root Objection: Your prices are too high. Response: Just to confirm, are you saying that everything else fine and that the price is the only thing that concerns you? (Isolate) What is it that drives your concern about price? Is there a budget that you are trying to stay with in? Or is it more of a cash outlay factor? (Get to the root) Not real applicable to cold calling – Your goal is to get to a meeting. That is where you will want to talk about pricing and funding points.
  8. 8. Demonstration of Overcome Feel, Felt, Found Objection: Your prices are too high. Response: I understand why you feel that our prices are high. (Feel) A lot of IT managers that I have brought over felt that same way. (Felt) But once they switched over, they found that when you add in the reliability of service, the total cost of ownership actually lead to a lower total cost. (Found) Not real applicable to cold calling – Your goal is to get to a meeting. That is where you will want to talk about pricing and funding points.
  9. 9. Redirect • To redirect the objection into a related area • Example: Prospect: “I am not interested” Caller: “I understand. Do you mind if I ask what you are doing today in this area?” • Goal of the redirect is to keep the conversation going without focusing on the objection itself • Tactics: – Redirect qualifying questions – Redirect to value statement – Redirect to pain points – Redirect to building interest points
  10. 10. Demonstration of Redirecting Objection: I am busy right now. Response: I can be very brief or I can call you back at another time.
  11. 11. Demonstration of Redirecting Objection: Who are you with? Response: (Redirect to value statement) I am with ArgaTech and we work with Chemical Companies and help them to improve inventory turnover by 20 to 25%.
  12. 12. Demonstration of Redirecting Objection: What is this in regards to? Response: (Redirect to value statement) Purpose for my call is that we work with Chemical Companies and help them to improve inventory turnover by 20 to 25%.
  13. 13. Demonstration of Redirecting Objection: I am not interested. Response: I understand. (Redirect to one of the qualifying questions) Are you currently using any automation tools to manage your inventory levels? - Or - I understand. And I want you to know that we are not trying to sell anything at this point. (Redirect to one of the qualifying questions) Are you currently using any automation tools to manage your inventory levels?
  14. 14. Demonstration of Redirecting Objection: Just send me some information. (Early in a cold call – BLOW OFF) Response: Sure, I definitely will. So that I know exactly what to send you, let me ask you, (Redirect to one of the qualifying questions) Are you currently using any automation tools to manage your inventory levels?
  15. 15. Demonstration of Redirecting Objection: Just send me some information. (Late in a cold call – NONCOMMITTAL) Response: Sure, I definitely will. Are there some particular details that you have questions about? If you have a level of interest, it may be easier to have a quick conversation with over the phone on another day instead of me sending over a bunch of information.
  16. 16. Demonstration of Redirecting Objection: We already use somebody for that. Response: Oh, good. How long have you been using them? How is it going? What product are you using of theirs? What do you like about working with them? Is there anything that you need that they are not able to provide? (Redirect to any of the qualifying questions if applicable)
  17. 17. Demonstration of Redirecting Objection: We are not looking at making a change right now. Response: I understand. And I want you to know that we are not trying to sell anything at this point as we don’t even know if you are a good fit or not. Our goal is to simply open the dialogue between our two companies so that if you reach a point where you are ready or looking to make a change, you will know who we are and what we have to offer. (Redirect to one of the qualifying questions) Are you currently using any automation tools to manage your inventory levels?
  18. 18. Demonstration of Redirecting Objection: We do not have any budget / money to spend on that right now. Response: I understand. And I want you to know that we are not trying to sell anything at this point as we don’t even know if you are a good fit or not. Our goal is to simply open the dialogue between our two companies so that if you reach a point where there is budget available, you will know who we are and what we have to offer. (Redirect to one of the qualifying questions) Are you currently using any automation tools to manage your inventory levels?
  19. 19. Building an Objections Map • Tool to build to use as a guide for dealing with objections • List out anticipated objections • Formulate best responses • Can include redirects and overcome responses
  20. 20. Reflect Back to Improve Forward • When a call ends, reflect on what objections the prospect had • Identify how you responded and if your responses were effective at keeping the call going • Was there a response that could have been better? • Update objections map – Add new objections – Improve existing responses
  21. 21. Key Takeaways • You are guaranteed to get objections on every cold call • You can immediately improve your results by simply listing out the main objections that you can anticipate and scripting responses that stand to keep the calls going • Not only can this improve results, but it can also help to decrease stress, improve confidence, and improve your mental state • Focus on redirecting ahead of overcoming to keep calls going • When a call ends, reflect back to improve your ability to handle future calls
  22. 22. Messaging Workflow Product Value Pain Qualify Objections
  23. 23. SalesScripter www.salesscripter.com What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________ 1. Asks all the key questions 2. Maps answers to document library
  24. 24. If You Want More Help • The Cold Calling Equation – Problem Solved – Available on Amazon - $15.95 • Web-based training program – Week 1: Ideal Sales Process and Communicating Value – Week 2: Finding Prospect Pain – Week 3: Ideal Prospect and Qualifying – Week 4: Dealing with Objections and Getting Around the Gatekeeper – Week 5: Building Rapport, Interest, and Credibility – Week 6: Generating Leads and SalesScripter Overview – Week 7: Improving the Connect Rate – Week 8: Inner Game – Week 9: Managing Prospecting Meetings and Managing Sales Cycles – Week 10: Improving the Close Rate and Disqualifying • SalesScripter – www.salesscripter.com – Walk-through services available • SalesScripter Demonstration – Every Thursday
  25. 25. www.salesscripter.com | info@salesscripter.com | 713-802-2026

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