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 Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

You’ve Got 5 Seconds to Make a Good Impression
By Mike Brooks, http://mrinsidesales.com/

best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas.

Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone.

As the Internet got popular and email lost its luster, they said you had just a minute to grab someone’s attention and earn the right to continue your pitch.

Then as texting became the new mode of personal communication, that one minute shrunk to about 30 seconds….

These days, as even texting is being ignored, you’ve got about 5 seconds to diffuse the myriad of emotions and reactions your prospects have to yet another sales person calling them. And you can hear these emotions in their voices: some are annoyed that you caught them picking up their phones; some are irritated that the receptionist put through another sales calls; some are angry and even mildly aggressive as you begin your pitch.

On the other hand, some are willing to talk, ask you how you’re doing, and actually seem interested in conversing with you.

The key to successfully making that good impression is how you react to the tone of their voice—and the resulting emotion behind it—in the first 5 seconds.

Here’s what not to do:

The mistake many sales reps make is not acknowledging if someone is in a bad mood or if they are annoyed that you caught them. While most reps hear it in their prospect’s voice, they just carry on and pitch as if they were oblivious to it.

Not a good idea and this never ends well.

Worse, is when a prospect is in a good mood and willing to connect with you. Again, many sales rep just steamroll over their prospect’s receptiveness and just go into their pitch…

By doing this, you are missing a BIG opportunity to build rapport, and you are actually alienating a good prospect.

Here’s what you should do:

Always react to what you’re hearing from a prospect. There is a phrase in football that says an offense should always “take what the defense gives you.” In sales, I like to say: “Take what the prospect is giving you.”

So, if you hear the annoyance or frustration from your prospect, then address that by saying something like:

“Sounds like you’re busy, so I’ll be brief…

And if you hear that someone is willing to speak with you, for example, asks you how you’re doing in response to you asking how they are, always take a minute and build that rapport before charging into your pitch! Say:

“Thanks for asking, you know, I’m having a really good day today. By the way, how’s the weather where you are?”

By stopping and taking the time to make this connection, you’ll be laying the ground work for a good conversation.

So, how do you build good rapport in 5 seconds or less?

Listen to what – and how – your prospect responds to your call, and then take what they give you.

Sales Prospecting & Cold Calling Tips Techniques Tools Ideas & Methods

Why You’re Turning Off Your Prospects
By Mike Brooks, http://mrinsidesales.com/

best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales that really work

Learn the best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales.

It happened just now. Phone rang at our office and I picked it up. It was a guy who read my latest book, Power Phone Scripts, and wanted to know how to handle a situation/objection he was getting. Call went like this:

Me: “Mike Brooks here, how can I help you?”

Caller: “I just read your book (no hello, or nice to actually speak with you, nothing) and I’m getting an objection I don’t know how to handle. Ah, let me just tell you my pitch. Mr. Prospect, my name is….and I’m calling with….and briefly what I do is….blah, blah, blah….

“Blah, blah, blah……”

Seriously? Just pitch, pitch, pitch at me? Unfortunately, yes, and that’s how most sales reps do it these days…

In fact three of the current clients I’m working with right now are having the exact same problem: As soon as their sales reps get someone on the phone, they spew their pitch all over them, hardly taking a breath, not connecting at all, and not even attempting to build rapport.

It’s no wonder people hate getting phone calls and why sales reps and teams are so frustrated.

What ever happened to the give and take of conversation? Has texting and emailing made real communicating obsolete? If so, then inside sales is in big trouble…

Luckily, there is an easy fix: Just imagine how you would act, what you would say, and how respectful you would be if you were face to face with someone. You certainly wouldn’t just dive into a monologue, would you? Of course not.

So, your assignment this week is to re-write your pitch to include some rapport building questions. Practice hitting your MUTE button to give your prospect a chance to fully respond to your questions. Try asking someone how they are and actually listening to, and responding to, what they say. Don’t just use it as a segway into your pitch…

One more thing: I know what some of you are thinking: “But Mike, most prospects don’t have time for me and can’t wait to get me off the phone. I have to pitch really hard in the beginning just to have a chance to get my story in…”

Two answers to that:

1: Guess what? Most prospects you talk to aren’t qualified and aren’t buying anyway. So, if you attempt to connect with them and they aren’t interested, thank them and Move On.

2: Even those prospects who might be interested are turned off by your desperate pitching approach, so Stop It!

Treat people with respect, be genuinely interested in them, make a connection, and then engage in a give and take while pitching/qualifying and seeing how/if you can help them.

Bottom line: Stop pitching and start connecting with and respecting your prospects. You’ll be happier—and they’ll be happier—and you will be more successful.

Best B2B Cold Call Telemarketing Sales Appointment Making Setting Tips

5 Steps to Making Appointments that Stick
By Mike Brooks, http://mrinsidesales.com/

best outbound B2B telemarketing sales appointment setting tips, techniques and strategies for making effective lead generation cold calls over the phone

Learn the best outbound B2B telemarketing sales appointment setting tips, techniques and strategies for making effective lead generation cold calls over the phone.

Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of meeting.

Actually, there is something more frustrating: having to then chase these sales prospects and never connecting with them again!

If you would like to make your appointments more “sticky” and actually have your sales prospects be there when you call, then follow the 5 steps below:

Step One: Don’t just send a meeting request and then think the prospect will show up. That’s much too passive. What I always do when setting an appointment is to first test them to see how cooperative and engaged they are.

I always say, “Let’s look at our calendars to see what works best—are you in front of your calendar right now?”

This is crucial. I want to see if I can get my prospect to actually do something (open their calendar) and while I book a day and time, I instruct them to put it in their calendar as well. I actually wait for them to do this.

Oh, sure, I’ll send a meeting request as well, but I always see if they are willing to do this first. If they brush me off with a, “Oh, just send me a meeting request” and they won’t take the time to open their calendar, then that’s a Red Flag.

Step Two: Send a meeting request while you’re still on the phone with them. I tell them I’m sending a meeting a request, and I do it right at that moment. I then instruct them to open their email and accept it while I’m on the phone with them.

This is another test I use to see how cooperative they are. If they balk at doing this, then I know I’ve got a 50/50 chance they will show up.

Now I know that not all prospects will do this, but I direct as many people to do it as I can. It’s sort of a “pre-qualifier” for the appointment.

Step Three: After you’ve scheduled the appointment, and with the prospect still on the phone, ask them to reach back out to you—by phone or email—if something comes up and they can’t make the meeting.

I know, that sounds negative and you’re probably afraid to let them know they can cancel, right? Don’t you think they already know that??

Here is the best way to phrase it:

“{first name}, I’ve got you confirmed for (day/time), and you’re on my calendar. I’m in yours, right?

“Great!. Listen, I know things can come up for us both, and I respect your time and would like you to respect mine as well. So, if something changes and you need to reschedule our appointment—or if you’d like to meet earlier—would you make sure and shoot me an email or give me a call prior to our appointment time?”

[Must get buy in here]

“Thanks. Then if I don’t here from you, I’ll look forward to speaking with you on (confirm day/time again). And, by the way, what is your direct line phone number you want me to call in on?”

Step Four: Follow this up with an email essentially stating the same thing in the script above.

Always send this as soon as possible after hanging up…

Step Five: Call and confirm your appointment the day before the appointment time.

It’s amazing how so many people don’t do this, but when you do, several things can happen:

a. They aren’t available, so you leave a voicemail reminding them about the appointment call the next day and how excited you are to speak with them.
b. They come onto the phone and you can pitch them one day early!
c. They tell you they’re not interested, and you can begin overcoming objections and get into your pitch that way.

Don’t underestimate the importance of this step! Very few sales professionals do this, and I’ve found it’s amazingly effective at getting into the pitch a day early.

Bonus Step Six: Send out a reminder email the morning of the appointment. You are doing this now, aren’t you??

So there you have it: 5 proven steps to increase your number of appointments/presentations. Compare these to what you’re doing now, and if you find you aren’t using some of these techniques, then incorporate them this week.

And watch your appointment turn up rate soar…

Sales is a Numbers Game | Track Phone Cold Call Lead Activity Daily

Some Will, Some Won’t, Who’s Next?
By Mike Brooks, http://mrinsidesales.com/

sales is a numbers game and using a daily phone cold call lead activity tracker and prospect management system such as a team goal tracking spreadsheet or calendar is vital

Find out why sales is a numbers game and why using a daily phone cold call lead activity tracker and prospect management system such as a team goal tracking spreadsheet or calendar is vital to success.

Ever found yourself staring at the phone, unable to pick it up to make some prospecting calls?

Ever convinced yourself that you must research a company’s website first, pour through their social media posts until you have the golden nugget that will get someone to speak with you?

Ever ended the month below your sales quota?

Guess what? These two things: resistance (fear) of picking up the phone and cold calling, and not making your sales goals are 100% related!

I know this is going to sound “old-school” (and it is), but it’s also completely true: Sales is still a numbers game. The more calls you make = the more people you speak with = the more qualified sales prospects you meet = the more sales you make.

Period.

I work with hundreds of sales reps and teams every year, and I’ll tell you right now, call reluctance seems to be getting worse. So many sales reps are scared these days of actually getting on the phone with someone if they don’t know everything about them first. It paralyzes them to the point of making just a handful of calls per day. In fact, they think that if they make 25 “well-targeted” calls a day, then that’s a good day…

But ask yourself this: How many of those calls result in you actually getting through to the decision maker? And how many of those contacts result in qualified leads that turn into a sales presentation?

If you’re like most of the sales reps out there, the answer is: Not many.

And how many of those so-called leads actually turn into a sale? In other words, what is your closing rate?

Hate to break it to you, and you can compare your own results, but he national average is 2 sales out of 10 presentations. And if you then divide the number of sales needed to make your numbers, you will probably realize that you need A LOT more presentations, don’t you?

And this leads back to number of phone calls…

So how do you overcome this fear of making more calls? The answer is simple: Just recognize that about 8 out of 10 people you actually get to speak to aren’t going to end up being a sale.

In other words, most of the people you finally reach aren’t going to result in a qualified lead!

And that’s okay! Expect it! The saying you need to turn into your mantra is:

“Some will, some won’t, who’s next?”

As soon as you adopt this attitude, cold calling becomes much easier.

I often teach that qualifying is more about disqualifying than it is about qualifying. Your job when you cold call, prospect, (whatever you want to call it) is to find, reach, and disqualify as many leads as you can—as quickly as you can—so you can move on to and find the real buyers (who are few and far between).

And this brings us back to: Sales is a numbers game.

So, do yourself a favor and stop spending hours of your precious time every single day searching through social media looking for the Golden Goose. And stop thinking that if you found just the right email or voice mail message then you’ll finally get buyers to call you back…

Instead, your goal should be hundreds of actual dials—cold calls, warm calls, prospecting calls, again, I don’t care what term you use—each and every week.

Keep track of those calls on an hourly basis and record: 1) How many dials did you make per hour? 2) How many decision makers did you reach per hour? 3) How many qualified leads did you get per hour?

These are the stats that are going to make a difference in your sales results and success.

And if you’re a manager or business owner, these are the metrics that YOU should be measuring and studying each and every day as well.

Remember: the thing that hasn’t changed in sales—and isn’t going to change—is that sales is still a numbers game.

And remember: Some will, some won’t, who’s next?

So, how many calls are you going to make today?

The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

5 New Cold Calling Openings
By Mike Brooks, http://mrinsidesales.com/

art of top B2B cold calling scripts, tips, techniques, openers and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales

Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales.

I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using. After listening to their recorded calls though, I’ve been surprised by how effective it is!

While experimenting with variations of this prospecting approach, I’ve developed 5 new cold calling openings and listed them below. My new recommendation is that you try these for yourself to see how they work for you:

Surprise cold calling opening #1: “Did I catch you at a bad time?” I know, seems counter intuitive to give your prospect a way out at the very beginning, and that’s why I’ve recommended against it for so long. But…it’s been working well, and prospects are actually stopping and giving the reps a chance to keep talking. Try it for yourself and let me know how it works for you…

Sales prospecting opening #2: “Is this an okay time to speak?” Again, my instinct (and experience) has taught me this isn’t a good way to open your call, however, I think it’s been working because it gives the prospect control of the call initially, and this seems to encourage them to grant permission to continue. Again, try it and let me know…

Cold call opening #3: “Didn’t think I’d catch you in person, can you spare just a couple of minutes right now?” Again, asking for permission seems to be working for the team I’m consulting with, and this variation puts in a bit of a softening statement.

Sales prospecting opening #4: “Sorry to disturb you, have I caught you at an okay time?” Variation on the theme here—once again, we combine a softening statement with asking for permission…

New cold calling opening #5: “Oh, I’m so glad I reached you. Can you take just a moment to speak with me right now?” As you can see, this, too, is a new opening, continuing the theme of asking for permission.

As with all of these cold calling or sales prospecting openings, you’re giving initial control to your prospect in the hopes that they will grant you permission to have a brief conversation. And, as I said, this seems to be working well.

Pick one of the opening above, customize it so it fits your style, and let me know how it works for you. By providing each other feedback (especially sharing on LinedIn), we’ll all be helping one another get better at prospecting over the phone!

Phone Sales & Business Prospecting Calls Tools Tips Methods & Ideas

Avoid This One Error when Prospecting by Phone
By Mike Brooks, http://mrinsidesales.com/

best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales

Learn about the best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales.

On Facebook last week, there was a very brave soul who was making cold calls live. I clicked over to hear him doing it (he sells SEO services), and as I watched I noticed he was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it.

Before I do, I just want to acknowledge the guts it took to put himself out there, live, for all the world to see. Good for you! After hearing him, and watching him be so courageous, I wanted to help him. So I contacted him and offered to do a complimentary coaching session with him to help correct this fundamental error. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong.

OK, so here’s what it is: He was calling prospects and his pitch went like this:

“Hi, this is {first & last name} with {his company}, and I know you’re probably busy, so I just want to ask you a quick question to see if it makes sense for us to talk…

“If you could wave a magic wand and change two things about your online marketing, what would they be?”

The responses he got were generally negative, along the lines of, “Look, I’m in the middle of something right now and can’t talk to you…”

As you read this article, can you identify what the mistake in this approach is?

When I was coaching this rep, I told him that the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all. Instead, he was barging in on someone’s day and asking a question that required the prospect to stop doing what he was doing and then give a ton of information he probably didn’t want to give.

I said it was analogous to saying, “Hey, you don’t know me, but give me your time and tell me how to sell you.”

I also told him that my reaction as a business owner would have been, “Who are you, and how dare you ask me to tell you that!”

What was missing was the common courtesy of human interaction to set up the call. Plus, what was missing was a value statement of what might be in it for the prospect. I suggested he revise his opening to:

“Hi, this is {first & last name} with {his company}, how’s your day going?”

[Wait and respond accordingly—engage!]

“{first name}, I know you’re probably busy, so I’ll be brief. The reason for the call is that we provide affordable SEO services to small companies like yours so you can have a big footprint on the Internet and drive more qualified leads.

“Question: how are you going about doing that right now?”

Note: this is just one of many different qualifying questions I would ask based on how they sounded to me. The point is to 1) Make a connection first, 2) Give the reason for your call—your value statement, 3) Ask an appropriate, quick qualifying question. This is the best practice approach.

After our coaching session, I received an email the next day from this rep. He said he listened to the recording of the session several times and something clicked. He told me that he attends many face to face networking events, and he realized he would never use his phone prospecting script with anyone in person. It would be inappropriate and even rude!

Instead, he said, he would make conversation first, connect and interact with someone. He figured it would probably be true in sales over the phone as well. I told him that was the perfect analogy! I couldn’t have said it any better.

So, for all you inside reps and companies that are making outbound prospecting calls, just ask yourself: Would your technique work face to face? If not, then change it so it would. You’ll do much better when you do.

Secrets & Techniques of Closing the Sale & Handling Price Objections

Five Hidden Secrets behind the Price Objection
By Mike Brooks, http://mrinsidesales.com/

top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections

Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections.

Of all the objections sales reps get, the price objection is still number one on the list. And it makes sense, doesn’t it? I mean think about your own buying decisions – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s the one common component of your own decisions? Budget and price, right?

So, it makes sense that all of your prospects have a price consideration as well. But be careful because the price objection doesn’t always mean that your prospect can’t afford it. In fact, the price objection is often the biggest smokescreen objection of all—meaning that prospects throw it out to hide what the real objection is. And the reason they use it is because it works: again, everyone understands budget concerns because we all have them…

Top producers know how to go beyond this smokescreen objection and uncover what the real objection is. And once you understand what the price objection really means, you will gain a unique insight into how to deal with and overcome it. Here are five ‘hidden meanings’ your prospect doesn’t want to reveal when they tell you that your price is too high—and what you should do about them:

1) They think they can get it cheaper somewhere else. With the Internet making your solution available to nearly anyone—or a solution your prospect thinks is the same—it’s difficult to compete on price only…

Solution: The solution here is uncovering that your prospect has another option in mind and then doing the straight forward comparison of “services for services.” This used to be called an “apples to apples” close and it’s still highly effective—if it’s presented correctly. The key, however, is to be able to determine whether that is the real issue and then use a properly worded script do the comparison.

2) They actually can get it cheaper somewhere else. This can seem difficult at first to handle, because after all if they can get it cheaper somewhere else, why wouldn’t they do it?

Solution: To answer this question, just ask yourself what motivates you to pay a premium for a product or service you know you could get less expensively elsewhere. Reasons can include:

a. Getting it from a more well-known source often means that handling any problems, questions or returns is easier. (It’s why I still take my car to the dealership…)
b. Buying something from a person or company you respect or like is often another reason to go with a higher priced item.
c. Convenience: Sometimes it’s easier or less time consuming to buy a product or service from a source you know and trust—even if you have to pay a bit more.
d. Quality of product. Often times a knock off or generic product is available, but those sometimes don’t come with all the support, instructions, warranty, etc., that you can get by paying a bit more from the manufacturer.
e. You. The only place your customer can get you—your knowledge, your customer support, your belief and your desire to stand behind your product and make any problems right—is by buying it from your company and doing business with you. This is a powerful buying reason and one sales reps routinely underestimate.

3) Price is just a smokescreen hiding other objections. Often times prospects are not ready or willing to move forward with a purchase for a host of different reasons. If they are a business, then initiatives can change, or personnel changes, timing, scheduling, etc., also affect purchases. Or, for both individuals and companies, there can be multiple decision makers with different objectives, or prospects decide to keep looking or delay or postpone the decision for many other reasons as well.

When prospects don’t want to reveal what is really stopping them from making a buying decision, they will often just throw out the price objection because it works. Revealing anything else would require an explanation, but saying it costs to much, or that they simply can’t afford it, usually gets sales people off their back.

Solution: The key here is to find a way to get your prospects to reveal what is really behind their decision not to buy and then effectively deal with that.

4) They actually can’t afford it. Sometimes the price objection is just as it sounds: your prospect can’t afford—or chooses not to afford—your product or service. If this turns out to be the case, then it’s something you should have addressed during qualifying.

Solution: Top producers always qualify for budget, among five other things, and they know in advance if a prospect can afford their solution. If you have qualified correctly in the beginning, and you still get the price objection, then you can be sure it’s a smokescreen hiding items one through three above.

5) They don’t see the value in what you are selling. Often when a prospect tells you that the price is too high, what they’re really saying is that based on what you’re telling them they’re getting, they don’t feel the “spend” is justified. This often means that you either:

a. Didn’t completely understand their buying motives and so didn’t show how your solution addresses them, or:
b. You didn’t build enough value in the results they are going to get as a result of making the purchase.

Solution: After you’ve clarified that this indeed the case, then it is up to you to go back and build that value by pitching specific points and tying them down after each one to make sure your prospect sees and buys into the value.

As you can see, the price objection isn’t always about the price, but rather, it often means something else. Your job as a closer is to be prepared with a scripted approach to find out exactly what the real reason is, and so position yourself to overcome it.

Handling & Overcoming Common Objections in Phone Cold Call Prospecting

Avoid Rejection While Prospecting with this One Technique
By Mike Brooks, http://mrinsidesales.com/

sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting

Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting.

Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.—but it doesn’t have to be. I’m going to give you one proven sales technique to use that will allow you to overcome many of the sales objections you’re getting now.

In fact, if you just take a few days to memorize this scripted sales technique, and then use it on each and every call for a week, you’ll be amazed by how much easier prospecting (or cold calling) becomes.

Before I give you this sales prospecting technique, let me tell you how you’ll use it. This technique will help you overcome objections from:

1) Gatekeepers
2) Decision makers
3) Assistants
4) Influencers, etc.

And, this technique will work with any of the following sales objections or sales stalls like:

1) We wouldn’t be interested
2) We already have a company that handles that
3) We’re happy with who we’re using
4) We aren’t doing anything until next quarter/year/never…
5) We don’t take unsolicited calls
6) I’ll have to check with my boss to see if we’re interested…

As you can see, the following proven sales technique will work on the most common, frustrating sales objections and sales blow offs you’re getting now.

One last thing before I give you this proven sales script: This sales technique is meant to allow you to get around the sales stalls and sales objections above. The last thing you want to do is try to overcome these stalls or objections. Instead, your goal is to get past this initial resistance and back into your qualifying.

OK, here it is: Whenever you get any of the above sales objections or sales stalls, you simply reply:

“That’s perfectly OK, and just know that I’m not trying to sell you anything today. Instead, I just want to provide you with a proven resource you might be able to use down the road should you find you ever need… (Pick from one of the following that best suits the objection you’re getting):

• This product or service, or
• A new vendor for different services, or
• To compare quotes and services with a different vendor, or
• See what else is available to you, or
• In case you do need to reach out to someone else for whatever reason…

(And I’m sure you can think of some of your own, right?)

And then get right into a qualifying question, like:

• “So let me ask you: how often do you use XYZ?” or
• “When was the last time you checked…” or
• “How many quotes do you normally get when you need…?”
• “How do you get involved in…?”

Again, I’m sure you can come up with other sales qualifying questions here. The point is to A) side step the sales objection using the technique above, and then B) engage your prospect by asking a qualifying question.

If you master this one technique, you will instantly avoid many of the sales objections and stalls you’re getting now. Having a proven response like this to handle the selling situations you get into, over and over again, is what will change your prospecting experience and allow you to speak with more qualified and potential sales leads.

And this is what will lead to more sales success. So, get to work: adapt the sales script and questions above to suit your selling situation and use it, master it, over the next week. And then watch your meaningful sales conversations and sales results soar.

A Proven Approach to Handle the “I’m Not Interested” Objection

There has been a lot of talk recently about “Objections.” What they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to overcome or get around them?

For those of you who have been reading my blog for years know, I’m all about giving you and your team proven, word-for-word scripts and talk tracks so you can successfully deal with the common objections and resistance statements you get, day in and day out.

Today’s blog will give you the best practice approach to one of the most common objections you get while prospecting or cold calling, the: “I’m/we’re not interested,” blow-off. Today’s response will also work for variations on this objection like:

“We’re all set,” or

“We already have a vendor for that,” or

“We don’t need anything at this time,” etc.

Before I give you the scripted response, let me remind you of a few things:

Whenever you get one of these initial resistance statements, remember that these aren’t objections. You haven’t pitched anything yet, so there isn’t anything for a prospect to object to.

Instead, these are just blow-offs to avoid being pitched. It’s the same as when you walk into a department store and tell the sales rep you’re “just looking.” The reason prospects use this line on sales reps is because it works! Most sales reps stumble over it and usually go away discouraged.

That will change with you today.

Also, remember this: when you get this (or any other) initial resistance statement, your goal isn’t to ask why they aren’t interested (that would only feed into their blow-off), instead, it’s to acknowledge that you heard it, then disarm them with a non-threatening, non-salesy statement, and move back into qualifying your prospect.

Here’s how you do that:

Prospect: “We wouldn’t be interested…”

You: “That’s perfectly okay, I’m not calling to sell you anything today. Instead, I just wanted to give you a resource so that the next time you did need this, you’ll know who to call to check your options.

“Let me ask you…” (Choose a good open-ended question to engage your prospect here.)

It’s that simple.

Now: Will this response work all the time? Of course not—no response will. But it will do something more important: It will uncover real, potential buyers because these prospects will answer and engage with you, and you can now have a meaningful (sometimes short) conversation with them. Your goal is to script out good, quick questions and then set appropriate next steps.

And for those who don’t engage? Use one or two more proven statements or questions to get them to open up. (Don’t have a list of those at your fingertips? What were you thinking! Click Here to get over 500 word-for-word proven scripts, questions, and phrases to open and close more sales.).

As with any technique or script, you’ll need to use this for at least two weeks straight before it becomes a habit. But once it does, you can kiss this blow-off statement goodbye.

And soon, if you use all the scripts I suggest, you’ll have licked the objection problem once and for all…