Four Proven Responses to: “We’re all set”

overcome sales objection. sales scripts,

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”

If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection.

“We’re all set”

Response One:

“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…”

Now get into your qualifying questions…

Response Two:

“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now—I want to give you an option for the next time you’re in need of this. Let me ask you…”

Back to qualifying…

Response Three:

“I understand—I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”

Now re-engage by asking a qualifying question.

Response Four:

“Got it.  Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”

If yes, then qualify them for that next time – especially asking about time frame, budget, etc.

As with all selling situations, it’s easy to handle objections and stalls if you’re prepared with a good response.

If you’d like over 500 more responses to the common objections and stalls you face, then invest in my bestselling book on phone scripts: Power Phone Scripts.

You don’t have to keep struggling!

Just Email Me Something….

What do you say when you get this objection while prospecting?

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is.

Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?” or “Just send me a brochure,” etc. Then email started and guess what? A new stall was born.

So, what’s the best way of handling it? The first thing you want to do is find out whether it is a blow off (80% of the time it is), or whether your prospect is truly interested in what you have and wants to know just a little bit more before they speak with you.

There is an easy way to find out.

All you have to do is have an email already prepared while you’re prospecting. If someone tells you to email them something, simply ask them what their email address is and the send it! Right then!

Simply say:

“Okay, I’ve just sent it to you. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later.

“Meantime let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

1) Give you the time to speak further with them. (If not, they weren’t going to open your email anyway, and if they will, then you know there is a legitimate chance they are interested.)
2) Actually open the email. (This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.)
3) Blow you off with another objection. (This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!)
4) Allow you to set a definite follow up appointment. (Which is what you want.)

Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then putting this prospect into your follow up queue.

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. And then watch as more deals roll out of it!

Best Ways & Techniques How to Improve & Increase Closing Sales Process

Close More Sales Using More Assumptive Questions
By Mike Brooks, http://mrinsidesales.com/

best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions

Learn the best ways on how to increase, improve and boost your sales process performance with more effective tips, techniques strategies and ideas including top closing lines and assumptive questions.

Want a quick tip for closing more sales over the phone—or even face to face? Learn to ask better questions!

Surprisingly, when I listen to closing calls (or even prospecting and cold calls), I hear sales reps ask the wrong types of questions over and over again. Here’s an example:

“Do you have any questions for me?”

Quick: What’s wrong with this kind of question? If you answered that it’s a “closed-ended” question, you’re right. This question forces your prospect to answer either “yes” or “no.” Either way, the conversation stops.

The better sales reps close more sales and open more sales conversations by taking the time to change all their closed-ended questions into either open-ended questions or even assumptive questions. To do this with the above question, you’d change it to:

“What questions do you have for me?”

Granted your prospect can still tell you no, but this way you’re at least leading them to answering the question, rather than making it easy for them to just say no and end the conversation.

Below you’ll find better questions to help you prospect and cold call more effectively, and to help you close more sales by asking more effective questions:

Change: “Would you like to get more business?”

To: “How much more business would you like to get?”

Change: “Do you think you would get more traffic (or leads) from using this?”

To: “How much more traffic (or leads) do you think you would get using this?”

Change: “Do you think your other (departments/locations/etc.) could benefit from this?”

To: “How many other (departments/locations/etc.) would benefit from this?”

Change: “Do you have a budget for this?”

To: “What kind of budget do you have for this?”

Change: “Do you think your partner/manager/corporate would agree with this?”

To: “Why do you think your partner/manager/corporate would agree with this?”

Change: “Does this make sense to you?”

To: “Tell me, what part of this makes the most sense to you?”

Change: “Is this something you would like to go ahead and try?”

To: “Let’s go ahead and get you started…”

Change: “What do you think your manager will say?”

To: “How do we get your manager to say yes to this?”

Change: “Are you the ultimate decision maker on this?”

To: “And besides yourself, who else would be making the final decision on this?”

Change: “Is your (current solution) providing all the leads you need?”

To: “What would you like to most improve with your (current solution)?

As you can see, many open-ended questions can be turned into an assumptive ones. And do you see how much more suggestive and powerful they are? Go through your qualifying script, your closing script, and your objection scripts and look for opportunities to transform your closed-ended questions into powerful and effective assumptive ones.

Then watch as you gain more control over selling situations and begin eliminating the objections and stalls that you may be creating—by asking the wrong kinds of questions—right now.

If you’d like two more scripts to help you close more sales and give better sales presentations, then click here for my new book: Power Phone Scripts.

As you’ll see, the more prepared you are for your sales presentations and closes you are, the more confident and successful you’ll be.

Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Best Openings for Your Closing & Presentation Calls
By Mike Brooks, http://mrinsidesales.com/

effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

If you close sales or do sales presentations over the phone, then you might be wondering what the best way to open the closing call is. Inside sales, as you may know, offers lots of advantages, one of them being that you can use a sales script that is proven and effective. Obviously, you want to memorize and internalize the script, so you don’t sound like a robot, but once you do, you’ll be able to deliver a consistent sales presentation, or closing call, over and over again.

And this brings us to today’s sales blog: what is the best-practice opening for your sales presentation or closing call? To answer this, let first look at what not to do:

Believe it or not, many sales reps open their sales presentation or closing calls with this weak opening:

“Oh hi, this is _______ _______ with _________, and we had an appointment right now to go over the presentation. Is this still a good time for you?”

Now I know that it seems polite to check in with your prospect before just launching into your presentation (which you’d never want to do anyway) but giving them an out right at the beginning isn’t the way to go. Don’t worry—once you use the opening below, if they don’t have the time, they will let you know.

Before we get to the openings, let me remind you that you’ll first want to get a feel for how they are doing, and you’ll want to build a little rapport. You can use either of the following (or use your favorite opening that works well for you now):

“How is your Wednesday going so far?” or

“How’s your morning going?”

Either of these is better than the old and tired, “How are you today?”

By the way, once you do ask how they are, make sure and listen and react accordingly! Listen for how they sound—are they in a rush? Happy or upset to hear from you? Open and willing?

Use this feedback to adjust the pacing of your presentation. Also, make sure and respond and interact with them here. If they ask you how you’re doing, make sure and acknowledge this and thank them for asking you. And don’t be so quick here to jump into your pitch. Take a minute or two and connect.

After you do this, use an opening that is assumptive and shows that you’re excited to meet with them today. Try either of these sales opening lines:

“_________, I’ve been looking forward to speaking with you today because I have some updates that you’ll be interested in. I’m sure you’re in front of a computer, so do me a favor and go to….”

OR

“I’ve been looking forward to speaking with you today. I’m sure you’ve gone through the (email/website/information) I sent you and you probably have a few questions. What did you want to ask me before we get started?”

This last presentation opening is powerful because it immediately gets your prospect to reveal what questions they have, how interested they are (you’ll know by the quality of their questions), and it gives them a chance to interact with you. This is much better than having you just pitch at them and do a features and benefits dump.

If you think these closes or presentation opening statements are too basic or won’t work, then think again. Compare them with what you’re using now and commit to trying them for week. You’ll be surprised how much easier your closing calls and sales presentations will go.

If you’d like two more scripts to help you close more sales and give better sales presentations, then click here for my new book: Power Phone Scripts.

As you’ll see, the more prepared you are for your sales presentations and closes you are, the more confident and successful you’ll be.

How to Handle: “I want to speak to some references.”

How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back?

As you already know, when someone asks for references there is usually something they are not sold on. They are either not convinced that your product or service will work in their environment, or they might feel they don’t need everything you’re offering, or the price may just be too high. Or this stall could just be a smokescreen hiding the real reason which is they just don’t want to tell you “no.”

Either way, just handing over references without digging a little deeper and finding out what is hiding behind this smokescreen is almost always the wrong thing to do. What you need are different approaches that get your prospect to open up and tell you what their real concerns are. And the way you do that is by using a best practice script.

In my new book, Power Phone Scripts, 500 Word-For-Word Questions, Phrases, and Conversations To Open and Close More Sales, I give you a ton of new responses for the objections, stalls and other situations you get into, and in today’s blog, I’m going to take a page out of that book and give you four scripts that will help you deal with the references stall.

These four responses will range from the stronger approach of “Do you think I’d give you a bad reference?” to the softer approach of, “Let me know what areas of concern you have so I can match you up with the right client to speak to.” Like all the scripts and techniques I teach, it is up to you to choose the approach you feel most comfortable with, and then personalize it so you don’t sound like a robot.

But the bottom line is that once you have scripted out a best practice approach to handling the objections, stalls, and resistance statements you get – day in and day out –  the better your results will be (meaning you’ll make more money.)

Give these responses a try the next time you get, “I want to speak to some references”:

Stall: “Do you have some references I could call?”

Response One:

“Absolutely.  As you can imagine, I have a folder filled with happy and satisfied clients.  But _________, let me ask you – do you think I would give you a bad reference?”

[Let them respond]

“Of course not.  I’m only going to give you clients who love us and what we do for them.  So what that tells me is that there is something you’re either not convinced will work for you yet, or that you don’t think this is quite the fit you’re looking for.  So, while you have me on the phone, please, level with me – what’s the real issue that’s holding you back?”

Response Two:

“I’d be happy to provide you with a reference or two, and let me ask you: if after you speak with them you hear what you need to hear, are you going to move forward with us and put us to work for you?”

[If yes]

“Great!  Then hang on just a moment and let me get a client on the phone, and I’ll conference you in.  After you’re done with your conversation, we can get you signed up…”

Response Three:

“_________, when someone asks you for a reference for your company or service, have you ever found that some people never even call the references?”

[Let them respond]

“And don’t you get the feeling that there is just something that’s holding them back and they just aren’t quite sold on your company yet?”

[Let them respond]

“Well, since you’ve got me on the phone right now, why don’t you tell me what’s holding you back or what you’re concerned with, and I’ll see if I can answer it for you.”

Response Four:

“I’d be happy to.  Now ________, as you might imagine, I’ve got all different kinds of clients using this, so do me a favor: let me know the things that are concerning you, and I’ll then match you up with the right reference who can address those things for you.”

As you can see – when someone asks you for a reference, the most important thing you can do is isolate this stall and get your prospect to reveal what the real concern is. Unless you find out what that is, not only will your prospect not call your reference, but they may never call you back again either.

Don’t Answer Objections, Isolate Them

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar?

When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they shouldn’t answer them, they should isolate them. When they look confused, I explain:

“Let’s face it,” I tell them, “most of the time objections are just smokescreens hiding real objections that your prospect doesn’t want to disclose. As soon as you begin answering objections, have you ever found that they have another and yet another?”

“Oh, yeah,” they say.

“So here’s the secret to handling objections: instead of answering an objection, you must first isolate and question it,” I tell them.

To show you all what I mean, let’s take two of the most common ones – “Your price is too high,” and “I need to speak with, talk to my wife/partner/etc…”

If your client says, “Your price is too high,” before you try to overcome it, isolate it first. Try either:

“Okay, and besides price, what else would prevent you from going with me today?”

This is great in that it gets a prospect to reveal what is hiding behind the price objection. This also works:

“I can understand that, and let me ask you a question — if this price was exactly what you were willing to pay, is this (your product/service, etc.) the solution you would go with today?”

Now that you’ve isolated the objection you will see if price really is the only objection. Any answer other than ‘yes’ means price isn’t what is stopping your prospect form moving forward (which means you have more work to do to find out what is!)

Same thing with the “I’ve got to speak to, talk this over with….” objection. You should say:

“I can totally understand that. And _________ let me ask you — if you did speak with ________ and they said whatever you thought was fine with them, what would you tend to do next?”

Again, any answer other than “yes” means this objection is just a stall. Answering it will get you nowhere.

Do you understand now why I say, “Don’t answer an objection, isolate it?” Doing so will enable you to uncover what is really holding your prospect back.

And until you find that out, there will be no deal.

So stop answering objections and start isolating them. You will become a much stronger closer, and you’ll begin making more sales. Oh, and if they do say no, then you’ll find over 500 other scripts and ways of dealing with objections in my new book, Power Phone Scripts.

Get it today and start closing more sales tomorrow!

How to Overcome the Top Three Objections in Sales

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is:

80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get into tomorrow, next month, and next year. What top producers do is make a list of these repeatable selling situations, they then script out, memorize, and internalize the best practice way of handling them, and that’s why they succeed more of the time than their competition.

Think about it: If you made a list of the objections you get when prospecting, wouldn’t it contain things like:

“We’re not interested.”

“We already have a supplier for that.”

“Just email me something.”

How about for closing:

“I’m going to need to think about it.”

“The price is too high.”

“I’m going to have to talk to (someone else).”

You can probably add a few more, but very soon your list would end. You’d have your top 80%.

Now ask yourself: How much more effective would you be if you could ace each one of those objections or blow offs? How much more confident would you be?

Here’s the good news: I’ve just published a new book – Power Phone Scripts – that has over 500 word-for-word scripts, questions, phrases, and conversation starters that will give you the best practice responses used by the top selling professionals in all industries. And you can get it here

In Power Phone Scripts, there are 10 new ways to handle the “I need to think about it” objection alone! Here is one from the book:

“I need to think about it”

“_________, obviously there is something that either doesn’t make sense to you, or you need to check on something, I’m not sure which.  But procrastinating on this won’t help make this decision easier for you.  Let me ask you: What proof do I need to give you right now that this will work for you, to help you make that decision?”

Here’s another excerpt from the Power Phone Scripts that gives you a proven response to “The price is too high.” (Note: You get 5 new responses to this objection if it’s B2B, and 6 responses if it’s B2C – 11 total!):

“The price is too high,” (B to C):

“I understand and let me ask you: if price were not an issue on this – in other words, if this were more in alignment with what you could pay – is this something you would move forward with today?”

And here is a script from the book that gives you a response to “I need to talk to….”. (Note: You get 6 new responses to this objection in Power Phone Scripts):

“I need to talk to…”

“I understand _________.  Tell you what I’d be happy to do:  I know you are behind this, right?”

[Must get buy-in here first]

“Well, it’s not fair to ask you to do my job, so if it’s all right with you, I’ll be happy to reach out to (decision maker) directly and answer any questions they might have – would that be O.K.?”

[If NO]

“No problem.  Just out of curiosity, do you think they will go with this?”

[If NO or Don’t Know]:

“What would it take for them to say yes?”

Imagine how much more successful and confident you would be if you had these proven responses ready when you got one of these stalls or objections?

And now ask yourself how much more successful you’ll be when you have over 500 more!

If you like what you’re hearing, then I’ve got good news for you: Power Phone Scripts: 500 Phrases, Questions, and word-for-word scripts to Open and Close More Sales is now available!

BONUS: Plus, when you buy today, you’ll get hundreds of dollars in bonuses from some of the top selling professionals in the industry today like: Jeffrey Gitomer, Jeb Blount, Wendy Weiss, Tom Hopkins, Mark Hunter and many more!

See the offer here

Make Power Phone Scripts, your #1 Summer Read – and then get ready to make more money in the third and fourth quarter than you ever had!

And if you’re a sales leader, then invest in a copy for each member of your team! It’s the sure way to show them you care about their career – and your company’s success!

Order bulk copies here

Getting Behind the Stall Objection

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training.

And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc..” Sound familiar?

Now all stalls are bad, but what was even worse was that a few days later she stopped returning my calls and didn’t respond to my emails. Now I can take a hint, and I knew that she probably wasn’t going to be a deal. I’m sure you can relate, and so I want to give you an effective technique that will allow you to:

1) Open up the dialogue again.
2) Find out why your prospect isn’t going with you.
3) Get them to tell you what you might be able to do to save the sale.

It’s called the “I love to learn” technique and here’s what you do:

First, you’re going to have to be persistent and keep calling your prospect until you get them on the phone. Don’t leave any more voice mails. And once you do get them to pick up the phone, say the following:

“Hi __________, I’m glad I reached you – how have you been?”

They will likely try to brush you off here, so you say:

“That’s perfectly OK. I’ve been in sales long enough to know when we might not be a match for a company. Just a quick question, though. You know, I love to learn, and I’m always trying to improve, what specifically about our (offer, quote, product or service) didn’t seem right for you at this time?”

Now be quiet and listen.

If you do this right, your prospect will tell you what was wrong with your proposal, and this will give you a chance to adjust or adapt it to fit their needs. Will it always work? Of course not, but if there is still a chance to get a sale, this technique will show you how.

If they aren’t going to be a deal this time, then you can ask any of the following questions to set up future business:

“What might you need to see from us next time you’re in the market again?”

AND

“Do you mind if I kept in touch with you every so often?”

AND

“How about someone in another department?”

Last resort:

“Do you know of anyone else in your industry this might be a fit for?”

This worked with my prospect, and I was able to set her team up for remote training. Try it for yourself and begin finding out what’s really behind the stall and what you can do to overcome it.

Why Qualifying for Timeline is Important

Okay. So I’ve been in sales longer than some of my clients have been on the planet.

I’ve made thousands and thousands of prospecting calls, and thousands and thousands of closing calls.

I teach, train, write books on phone scripts, and develop customized phone scripts and inside sales training programs for sales teams worldwide.

You’d think that I would never get tripped up by or neglect the fundamentals of sales, right?

Wrong.

Just this morning (April 28, 2017), I was on the phone with a new prospect and he was asking me about my background, my training methods, etc. We had good rapport. He was an inbound lead. We really connected and he was interested. This was a slam dunk, right?

As we got to the end of the call, I was positive I’d be getting on a plane in the next couple of weeks to work with this prospect. And that’s when I asked a qualifying question that I neglected to ask upfront: “What is your timeline for this training?” He told me, “Sometime in the Fall.”

So, after a ½ hour on the phone, this call went….nowhere. Where did I go wrong? When he asked me what my process was when working with companies, I should not have assumed he was ready to go. Instead, I should have done what I teach: Qualify.

And the first thing I should have qualified for was his urgency to make a decision. By the way, I normally do this, but because the rapport was so strong, and, again, he was a call in lead, I assumed he was all set. He wasn’t…

Here are some ways to qualify for timeline:

For an inbound call, what I should have done (and will not be skipping again!) is ask:

“First off, I generally book several months in advance, so let’s talk about when you need this training – if everything goes well during your discovery process, when is the soonest you’d like to have this training delivered to your team?”

If he then told me it was six months off (“in the Fall”), I’d have given him an abbreviated pitch, and then told him I’d circle around with him in September.

If you are prospecting to set an appointment or a demo, then the following scripts to qualify for timeline are what you use:

“If you like what you see after the demo, what would be the next steps on your side?”

OR

“If you think this solution is what you’re looking for, what would be your timeline for putting something like this to work for you?”

AND

“If after the demo this is something you’re interested in taking advantage of, could you implement this in the next couple of weeks?”

Qualifying for timeline upfront is crucial to not only closing more sales, but also to avoiding objections at the end like, “I want to think about it…”

Use any of the scripts above, or rewrite them to fit your personality, product or service.

Take my word for it: It’s MUCH better to know in advance when your prospect is thinking of buying.

Preview of My New Book: Power Phone Scripts

Great news everyone: Wiley, a publishing house out of New York City, has picked up the domestic and international rights to my new book: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!!

The release date is July 11th, 2017. When you get back to the office after the July 4th holiday, be on the lookout for it. I consider this my best sales book ever!

Power Phone Scripts is packed with everything I’ve learned in over 30 years in the inside sales industry, and anyone who reads it will have everything they need to be a top producer in their industry.

Here is a sneak preview of a couple of scripted approaches to handle the “I’ve already got a relationship with someone for that” objection:

Existing relationship close—#1:

“I totally know how that is, and I’m not here to come between you and that relationship. But hey, everything changes, as you know, and if something should change between how you are doing things now, it’s always good to have done your research in advance so you are not scrambling later…

“Why don’t we at least get together briefly, and I will give you some solid options in case you ever need them …” (Set the appointment)

Existing relationship close—#2:

“I understand and you know , every now and then initiatives change. Sometimes you might need a lower price, or more variety of product, or who knows. The point is that it’s always good to know what your options are.

“How about this: it doesn’t cost anything to at least compare what else is out there these days, and who knows, if things change with you at least you will know who to call to ask questions. Let’s do this …”

As always, adjust these two scripts to fit your personality, your product or service. And then practice with them until you deliver them perfectly!

And mark your calendars and be on the lookout for my new book on July 11th: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales!!