How to Handle the “I don’t have the Time” Objection

Welcome to the New Year!  So, are you ready to start cold calling, prospecting and reaching out to prospects?  If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.”

Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are still employed.  What that means to you is that you must be prepared for this and even more so, you must be equipped with the right scripts to handle this objection.

As I’ve written over and over, the sales reps who are going to be successful in today’s market are those who are prepared for the objections and selling situations they will find themselves in 90% of the time.  The other 80% of sales reps?  They will continue to struggle because they will insist on ad-libbing it and making it up as they go along.

To help you be prepared for the “I don’t have the time” brush off, memorize these scripts below and be prepared to use them every time you get this objection:

Response #1:

“I know that feeling; my desk is full of things I need to do, too.  I’d be happy to schedule a time to call you back, but I don’t want to bother you if you’re really not interested.  Let me ask you a quick question and be honest with me:

If I could show you a (system/product/service) that is proven to (reduce your overhead, generate more sales, etc.), would it be worth it for you and I to take for just 5 minutes to see how it could work for you?”

If NO: “No problem.  Before I go, who else do you know that might be able to use a system like this?”

If Yes: “Terrific.  Do you have 5 minutes right now?”

If No:  “I’m looking at my schedule, what is a good time later today?”

Response #2:

“___________ you probably get a lot of calls like I do, and my initial reaction is to say I’m too busy as well.  But I can explain this to you in just 3 minutes and if you think it can help you we can schedule more time later – and if you don’t we can part friends, is that fair?”

Response #3:

“I’m with you.  Before I schedule time to get back with you, just a quick question: Is it a priority for you to (fix or improve what your product or service will do for them) this quarter?”

Response #4:

“I’m glad you’re busy, that means that you don’t have the time to waste looking at things you have no intention of taking advantage of.  Quick question:  If I could show you a proven way to (get the benefits of your product or service), is that something that you would invest 5 minutes learning more about?”

Response #5:

“No problem.  I know what it’s like to be interrupted.  Would it be better to call you back right after your meeting, say in about a half hour, or would you prefer to set up a quick 5 minute call for tomorrow morning?”

Can you see how much more effective you will be by being prepared with and using these kinds of scripts?  Believe me, it will separate you from the majority of your competition.

If you would like more of these kinds of scripts, I encourage you to check out my new book of phone scripts: The Ultimate Book of Phone Scripts.  You’ll find over 200 other word for word scripts that will help you succeed this year!

If you found this article helpful, then you’ll love Mike’s NEW book of phone scripts, “The Ultimate Book of Phone Scripts.”  Get over 220 Brand New Scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more sales. Visit: http://mrinsidesales.com/ultimatescripts.htm to find out why Brian Tracy and Tom Hopkins call this the best book on inside sales available today!

Do you have an under performing inside sales team?  Talk to Mike to see how he can help you and your team reach your revenue goals.  To learn more about Mike, visit his website: http://www.MrInsideSales.com

3 Keys to Reaching Your Financial Goal in 2011

I don’t know you, but for me this week between Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet and exercise; goals for my career that include income and professional growth; goals for creative expression that include writing and photography; goals for relaxation that include travel and leisure, etc.

When it comes to setting and reaching these goals, I have found that there is a simple yet crucial 3 step process that virtually assures that I reach any goal. I’m going to lay it out here as it applies to a financial goal, but realize that this method applies to the success of reaching ANY goal. Here’s what you do:

Key #1: The first step is to be absolutely precise on the desired goal. For example, it isn?t enough for your financial goal to be to “earn more money than last year.” If you earn $1.50 more in 2011, then you will have reached your goal!

Instead, you need to know the exact amount. In determining that number, I always look at each month, factor in vacations, holidays, projects, etc., and then I add up each month and come up with an EXACT figure.

Once I have that, I break it down again per month and write each month’s specific dollar goal everywhere so I’m looking at it each day of that month. I post it on my desk, in my car, in the bathroom; I know exactly what it is each and every day.

I also adjust it per my production for that day so it is a fluid and ever changing number. Sometimes it gets bigger as the week goes on, and sometimes it gets smaller (depending on my production each day). But the point is that it is specific and exact and I’m always aware of what my daily, monthly and yearly, specific dollar amount goal is for each and every day.

That’s key number one.

Key #2: The next specific thing to be aware of is where each dollar of your yearly financial goal is going to go. Ask yourself: “What am I going to do with all the money I’m going to earn this year?” How much are you going to save by the end of the year? How much debt are you going to pay off? Are you going to buy a new car? Pay for your kid’s education? How much do you have budgeted for vacation? How about taxes? How about retirement?

These are just some of the questions you need to get in the habit of asking yourself at the start of the year, and you need to be completely clear on exactly where each dollar is going and where you’re going to be financially by the end of the year. Having this kind of clarity and purpose help keep you focused and disciplined, and it has a magical effect on how the Universe helps you accomplish your specific financial goal.

Now I know things come up, but when you have every dollar accounted for, you’ll be amazed at how you can earn extra money to handle the unexpected. That’s just how it works. But I have found that when I’m crystal clear on how much I’m going to earn and what I’m going to accomplish as a result of it, my focus is razor sharp and I remained motivated each and every day.

In addition, when you know why you’re working so hard and what for, you’re ready to put key number three into effect:

Key #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: acting as if you’ve already attained your goal. If you’ve ever read any book on the Law of Attraction, then you know all about the importance of accepting and believing on a subconscious level that you already have what it is you’re trying to accomplish.

The Law is simple: the Universe responds to what you feel and believe to be true. If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you?ll act (or not act!) accordingly. If you believe the opposite, then you’ll find a way to keep taking actions to accomplish what you believe is possible, and the Universe will provide you with the opportunities to confirm what you believe.

But the key is to believe it has already happened. By acting as if you are already the top producer at your company, or by going to sleep at night already feeling the feelings of having accomplished your goal, you’re acting like a magnet for the success you’ve already determined is yours.

By acting as if you’ve accomplished your goal, you’ll automatically and easily take the actions necessary to achieve them. Suddenly it will be “like you” to come in earlier, to make more calls, to qualify better, etc. I have found that acting as if is one of the most important things I have done to catapult me into new earning levels and “being states.”

And I have found that it ALWAYS works. Whether I believe I will or I won’t, I?m always right.

There are lots of ways to achieve the “being state” of acting, feeling and experiencing your success in advance, but my favorite is to write and read affirmations that are rich in feeling and emotion. There are many books out there that will teach you how to do that and I recommend you invest in them today.

The bottom line is that when you follow these three keys to successful goal attainment, you will become unstoppable. There will no longer be road blocks, and no outside element will ever get in the way of your accomplishing any goal you’ll set. You see, there is always a way to achieve anything you can dream of. And if you’re absolutely clear on what it is, know exactly why you’re going for it, and can feel and live as if you’ve already accomplished it, then nothing can stop you from attaining it.

I encourage you to use this week to put these keys into your goals planning for 2011. If you do, then next year at this time you will be reaching for even more aggressive goals because you’ll have discovered the real keys to performance in life.

All the best for 2011!