15 Ways to Handle the Competition Objection

We all face competition. There is always someone who can do it cheaper, or faster, or better (at least in the mind of your prospect). Because of this, prospects – and even customers – are constantly on the search for a better deal. Knowing how to handle the competition objection effectively can mean the difference between winning the sale or suffering that sinking feeling of having lost the business to someone else.

There are several times you can handle the competition objection, but surprisingly most sales reps wait until it comes up at the end of their closing presentation. This is the worse time to handle it because you have already given your pricing and options and sometimes even your best deal. While you may have to handle the objection of competition during the close – and I’ll give you some scripting to do just that later in this article – the best time to handle it is in the beginning, while qualifying. Here are some ways you can do that:

Qualifying for competition:

Option #1:
“_________, let’s talk a little bit about who else you’re looking at for this – who’s top of your list right now?”

If you’re uncomfortable bringing up potential competition, let me assure you of two things: One, if they are shopping you, they are most likely shopping others, so don’t be surprised, and Two, trust me, it’s better to know in advance who you’re up against so you can position yourself to win the business during the close. And always ask this in an assumptive way…

Option #2:
“How many companies are you getting quotes on for this?”

Once again, don’t worry about introducing the concept of getting quotes, if they are going to do this (and most are), it’s better to get an idea of it now. If they tell you they are getting three quotes (doesn’t matter how many), layer this with: “And who have you liked so far?” Again, be assumptive with this.

Option #3:
“_________, how does your current supplier fit into all this?”

This is a nice opened ended, assumptive way to get your prospect to reveal why they might be moving away from their current vendor – or why they might still be considering using them. A great way to layer this is to ask:

Option #4:
“And if you find that we can give you a better deal than you’re getting right now, what will you do next?”

Obviously you want them to reveal that they’ll take it back to their current vendor to get them to lower their price, and this is what you want to know in advance. Asking this question in an opened ended way like this often gets them to tell you this. You can also ask this in a more direct way:

Option #5:
“________, if we can show you how we can take care of what you’re doing now, and do so for less than you’re paying your current vendor, what will prevent you from taking it back to them and getting them to just drop their price to keep your business?”

Listen carefully to not only what your prospect says here, but how they say it. If they hesitate or if their voice goes up or wavers a bit, then you’re in trouble. You can also handle it this way:

Option #6:
“Now _________, after we do our analysis, I’m pretty convinced that we’ll be able to save you money just like we do our other clients. But ________, I have a concern and I need you to level with me: Sometimes we go through this work to find these savings, and after we do, some companies use them to get their current vendor to lower their prices. Do you see what I mean?”

[Wait for response]

“So I’m happy to do the work for you and show you some savings, but let me ask you: what is the chance that you’ll take these back to your current vendor and do the same?”


“Let me ask you: if we can also show you savings, what would prevent you from doing the same?”

Option #7:
“________, what is going to be the deciding factor on who wins your business on this?”

And if it’s price, then layer with:

“O.K., then after you get all the quotes, will you at least let me compete against the lowest quote to see if I can do better?”

Handling competition during the close: If after you’ve presented your product or service your prospect says they want or need to check on other offers/estimates/quotes, then use the questions below to get your prospect to open up and possibly reveal what it might take for you to win the business:

Option #1:
“I understand, which way are you leaning right now?”

Option #2:
“What would it take for someone else to win your business?”

Option #3:
“What would it honestly take for you to choose us for this?”

Option #4:
“What don’t you see with our proposal that you see in others?”

Option #5:
“Are we in the running with what else you’ve seen out there?”

[If yes]

“What about us would take us out of the running?”


“What would you need to see to choose using us?”


“What can I do right now to insure that we win your business?”

Option #6:
“Obviously you’re going to show this quote to your current vendor – if they match the price, will you just stick with them?”

[If yes]

“What can I do to prevent that?”

Option #7:
“How many times have you taken other quotes to your current vendor?”

[If they tell you]:

“And what do they usually do?”

[If they say they lower their price to keep the business]:

“How can we break that cycle and get you the right pricing from the start?”

Option #8:
“_________, let’s take your lowest bid right now and compare it – services to services – to what we’re offing you. If I find you’re getting a better deal, I’ll tell you so. If I can beat it, then I’ll let you know that as well. Either way – You’ll Win! Do you have that other quote nearby?”

Remember, competition will always exist, but you can beat it and win business if you’re prepared with proven and effective scripts like those above. Pick your favorite ones and tailor them to your particular sale.

Seven Things to Say when Prospects Don’t Have the Time for Your Presentation

Young business dressed woman working at office desk.We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following:

This isn’t a good time, OR
They only have a few minutes, OR
They ask you in an exasperated tone, “How long will this take?” OR
They tell you they have a meeting in 10 minutes, can you give them the information anyway?
Or any other put off that will cut short the 30 minute comprehensive presentation you had planned.

Most sales reps respond to these objection-like receptions by asking if they would prefer to set another time. That response might be appropriate with the first put off – the “This isn’t a good time,” – but with any of the others, I have a better technique for you.

Let’s start at the beginning. First, when you get this kind of response from a prospect you qualified a week or so ago, don’t be surprised! Face it: it’s a law in all sales – Leads Never Get Better! If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, then when you call them back, have you ever noticed that now they’re about a “7”?

And of course since most sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of sixes and sevens. And you can imagine how they are when reps reach them. So expect that your leads are going to drop in interest and receptiveness when you call them back, and then be prepared with a best practice approach to handling them. Here’s what to do:

Whenever a prospect responds to your call to do a presentation with one of the responses above – the “How long will this take?” – kind of response, don’t offer to call them back later, rather, get them to reveal their true level of interest to you and get them to tell you exactly how to pitch them to get the deal. Here are a number of statements you can use to do just that:


“Sure, I can take as long or little as you need. Let’s do this: why don’t you tell me the top three things you were hoping to learn about this, and I’ll drill right down and cover those areas for you. What’s number one for you?”


“Absolutely, we can do this pretty quickly. Tell me, what would you like to know most about how this might work in your environment?”


“I understand, sounds like I caught you at a bad time. Let’s do this: If you needed to see or learn just one thing about this to determine if it might actually work for you, what would that be?”


“No problem. Our presentation is pretty in depth, but I can do this. Go ahead and tell me two things that are absolute deal breakers for you, and I’ll see if we pass the test. And then if we do, we’ll schedule some more time later to go into detail on how the rest works, fair enough?”


“In ten minutes, I can show you some things that will help you determine whether or not you’d like to spend more time with me later. In the meantime, let me ask you – what would you need to see the most to say yes to this?”


“I understand, we’re all busy. Let me just ask you: has anything changed from when we last spoke?” (Now REALLY listen…)


“Tell you what: let’s reschedule something for later when you have more time, but in the ten minutes we do have, let me ask you some questions to determine whether this would still be a good fit for you…” (Now thoroughly re-qualify your prospect)

As you can see, the responses above are all aimed at getting your prospect to reveal to you both their level of interest and what it is going to take to sell them – or whether or not they are still a good prospect for you. Have some fun with these; customize them to fit your personality or the personality of the person you’re speaking with. Find your favorites and then, as always, practice, drill and rehearse until they become your automatic response when your prospect tells you they don’t have time for your presentation.

How to Stay Organized (and Efficient!)

Time-Management-Tips-4How are you at organizing your day? Do you find that the “small things” like organizing your office, organizing your laptop, checking in with old customers just to see how they’re doing, distract you from what you know you need to be doing to make more money – i.e., cold call, follow up on leads, call prospects back who are on the fence, etc.?

If you’re like most inside sales reps, then there are many distractions which seem to scream out for your time and attention. There’s checking and responding to emails, organizing your calling campaign and leads, keeping your leads and notes together and up to date in Salesforce, calling on existing customers to follow up on sales, there’s meetings, social network research, etc. And on top of all that, when it’s finally time to prospect for new business, there’s that dang organizing again!

And on top of all of that (or perhaps at the bottom of it all), there’s the real dread of making those outbound prospecting calls, you know, call reluctance. So what are you going to do?

You’re going to use the proven time management technique known as “The Top Three Priorities.” Here’s how it works: First, before you go home for the day, make a list and identify the three most important things you need to do the next day to accomplish your most important goal: Making sales. These things might be:

1)   Call the hottest prospects in your pipeline – those most likely to buy that day.
2)   Make a definite number of cold calls to keep your pipeline full.
3)   Follow up with recent orders to upsell them.
4)   Reach a certain number of existing clients to look for upsell opportunities.
5)   Put together proposals or quotes.
6)   Follow up on proposals or quotes.
7)   Check in with prospects or leads in your pipeline
8)   Etc…

Once you’ve picked out the THREE most important things that you can do the next day, again, the three most important things that are going to lead to sales that day, then write these down in order of importance and leave them on your desk for the next morning…

By the way, making this list the night before is crucial as it allows your subconscious mind to begin to devise ways of accomplishing them for you. Whether you know it or believe it or not, what you write down and intend to do sends a powerful message to your subconscious mind, and it will work hard during the evening and night, preparing you to accomplish your goals the next day.

Now here’s the key to the whole process of identifying your “Top Three Priorities”: when you get in the next day, start working on one priority at a time and work it through to completion before you move on to the next one. In other words, resist the temptation to multi-task these three items. As you know, if you begin doing too many things at once, you end up not completing any of them.

The key to this powerful time-management technique is to pick out the most important priority you’ve identified, then complete it and then move on the next one, complete that one, and then move on to the next one and complete that as well. If something comes up – like an inbound customer call, or an urgent email you need to address – then certainly handle that, but then get back to the priority you are working on.

While I know that many other things will vie for your attention, and some of them might even need to be done, sticking with and accomplishing your “Three Top Priorities” will not only make you ultra-efficient, but it will relieve a lot of anxiety for you as well. Let me give you a brief example:

Years ago when I decided to become a full time consultant, I had a lot or work to do on my business. I had to create the website, write all the copy for the pages, create downloadable ebooks for my initial product, find hosting sites, shopping carts, write ezines and create opt in pages and links, deal with my webmaster several times a day, proof all the pages endlessly, and much, much more. While all these projects were crucial for me to begin my consulting practice (and I enjoyed doing them), what I found after a while was that I had stopped doing the things that brought me the capital (money) I needed to pay my mortgage and my webmaster, etc.. In other words, I had stopped cold calling and selling.

The solution to this was to create my “Top Three Priorities” and make sure that I worked through them, one by one, before I responded to my webmaster, before I began proofing pages or writing copy, before I created another web page, etc…

I started by making 35 cold calls each day. I took all the time I needed to make these calls, and only when I was done did I then follow up with any leads I had (priority number two). When I finished that, then I moved on to my next priority – which was to call five people in my network to prospect for work or to get other leads from. Only after I completed all three of these priorities did I dive into my work on the business. And what I found reinforced the importance and effectiveness of this time management technique.

The first benefit was that as I took care of the important and difficult things – like cold calling – I felt a great relief because a big pressure was lifted from me. Second, as I completed the next priority, I gained confidence and hope as I scheduled meetings and moved closer to closing deals. Finally, as I worked through the last priority, I felt a tremendous sense of freedom and accomplishment because I knew that the things that would have nagged at me all day were finally complete. I was now free to handle the other important things guilt free!

Another benefit started showing up as well: I started closing deals and making money. As the saying goes: “Sales solves everything,” and it did indeed make all the work on the business and website so much easier. As I continued to set three priorities and complete them one by one each day, I made significant progress both on my career and on my website. And the rest, as they say, is history.

But it all started by setting and working through each of my three priorities, one by one, before I moved on to all the other important things in my day. If you’re struggling to take back control of your day, then pull out a piece of paper and start writing down your “Top Three Priorities” right now. Remember to organize them around your most important goal for each day: making sales. This one technique is the most important time management strategy I’ve learned, and I guarantee that once you begin using it, you, too, will feel more confident, become more efficient and make more sales.

If the Prospect Only takes Emails, What to Do?

I received an email from a reader who said that he sometimes gets the objection from the gatekeeper of, “I am sorry but he/she does not take outside calls, he/she only responds to emails.” He asked if there is a way to get around this, and my answer is: sometimes. Let’s start at the beginning:

First of all, my question to the sales rep who sent me this email would be, “How did the gatekeeper know you were an “outside” call,” rather than a client, prospect or friend?” The first thing a sales rep needs to do when prospecting is to use the please, please, please technique that I’ve written about earlier and to be as assumptive, yet polite, as possible. This generally eliminates 60 – 85% of the screening you’re likely to get.

If you still get the screening of, “What’s this call in regards to,” once again, you need to use the assumptive, directive approach I teach, combined with a please at the end. Something like, “Yes, please tell her it’s about her lead processing, and I’ll be happy to hold please.” This will work in most instances. Once again, you must use the openings as I recommend them to avoid the screening that occurs naturally.

If you have used both of these openings and still get the objection, “She only responds to email,” then you can try the following statements which may sometimes work:

“I have emailed in the past, and I think they may be getting stuck in her spam folder. Could you please tell her I need just a minute to confirm this please?”


“I’d love to email her my information, but I’m not sure which brochure to send. Would you mind if I had just a 2 minute conversation to see what would be appropriate, please?”


“And how do I reach her if I don’t hear back from my email?”


“I understand, but this is important, could I speak with her supervisor, please?”


“I understand she may be busy, who is her manager, please?” Then: “Could you please connect me with ________ please?”


“I know what that’s like, we have a similar policy here as well. But after three email attempts, the caller is to be put through. Could you tell her I’m holding, please?”


“Question for you: if I haven’t heard back from my previous emails, how would you recommend I reach her?”


“If I end up not being able to reach her, who can you connect me to?”


“My email is down right now, do you might putting me through for a quick question?”


“Could I speak to your supervisor, please?”


“What happened the last time you put someone through to her?”


“I’m not allowed to email anyone I don’t already have in my data base. Do you mind letting her know I’m holding, please?”


“Who can you put me through to?”


“Could I have customer service, please?” (And then just go through them to be put through to your prospect)


“What would you recommend is the best way to reach her by phone?”


“No problem, for next time, what is her extension, please?”

These are a variety of responses you can use to get past the gatekeeper and on to your decision maker. Pick the ones that work best for your sale and your personality. If you find that you absolutely cannot get through, then try reaching out to your prospect through LinkedIn or other social media.

If you exhaust all of the above and still find you can’t get through to a prospect, then consider them disqualified for your product or service and move on. There are plenty of other deals waiting your call…

The Right Way to Open a Closing Call

How do you open your closing presentation calls? Have you scripted out the best opening, or do you wing it? Do you let your prospect take the lead, by asking if this is still a good time for them, or do you confidently and enthusiastically assume the opening and set the pace for the rest of the call? The way you open your closing call often determines how the presentation will go, and many sales reps set themselves up for stalls by opening a closing call weakly. Here’s the right way and the wrong way to open your closing calls:

The Wrong Opening #1:

“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 to make sense to check in with your prospect before just launching into your presentation, but giving them an out right at the beginning isn’t the way to go. When you use the opening I recommend below, if the time isn’t right for your prospect they’ll let you know. But don’t open your call by giving them an out…

The Wrong Opening #2:

“Oh hi, this is _______ _______ with _________, and I was just checking in with you to see if you needed anything today?”

Although this may immediately sound weak to you (and it is), you’d be shocked by how many calls I listen to that sound just this way! This kind of opening might as well be restated as, “Ah, you wouldn’t want to buy anything today, would you?” Once again, the cure is to script out an assumptive opening that offers them a choice of products or specials as you’ll read below.

The Wrong Opening #3:

“Hi, this is _______ _______ with _________, how are you today?”

Nothing telegraphs a sales call more than those four overused words: “How are you today?” Be different! Be engaging! Use an opening that signals that you’re different and that what they’re going to experience with you is more than just a worn out sales pitch…

The Right Opening #1:

“Hi _________, this is _______ _______ with ________, how’s your Friday going?

[Listen and react accordingly]

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

Once again, if this isn’t a good time for your prospect (but it should be because you did send out reminder emails, right?), then they will tell you. But the power of this opening is that you are opening with some exciting news, you’re directing them into the presentation and you’re taking control of the call. And that’s what you should always be doing.

The Right Opening #2:

“Hi _________, this is _______ _______ with ________, how’s your Friday going?

Great! _________, I’m glad I reached you today, and after you hear about some of the specials we have going on today, you’ll be glad I called. Now the last time we spoke you told me you were (heavy users of/always on the look-out for/usually in need of…), and the good news is that today we have (X at $…..) and they are flying out the door. How many of these could I ship out to you today?”

Assumptive, assumptive, assumptive. Now, are they always going to buy? Of course not! But when you assume the sale and lead in with a couple of specials that you know they could be interested in, and then when you ask for an order like that, those prospects who might be interested in what you have will likely take the bait and either order or begin asking you buying questions. And that’s what you’re looking for, right?

The Right Opening #3:

“Hi _________, this is _______ _______ with ________, how’s your Friday going?”

Again, throw away the old, tired opening of “How are you today?” and replace it with a different and engaging opening that anchors your prospect into the day and actually gets them thinking about how their Friday (or Monday, or Tuesday, etc.,) is actually going. I’ve already added it to the above two openings, and you can see how much better they flow. By using it, you’ll be building a lot more rapport by asking this, and I encourage you to try it and see for yourself how effective it is.

When you combine these openings with the requalifying scripts I wrote about earlier, you’ll have the most effective and comprehensive opening possible. And it’s this type of opening that will give you the edge over your competition and get you further into a qualified presentation. And that will equal more closed sales.

The Importance of Confirming Your Answers

Let me give you a quick, easy to use, technique that will make your closes shorter and more effective. The technique is to confirm your answers to any buying question – or any objection – that you get. The importance of this came up for me while I was listening to a series of phone calls during which a sales rep was conducting a demo of a product. When the prospect asked the price, the rep gave it to him, but then he just kept talking to justify it!

It went something like this:

Prospect: “So how much does this cost?”

Closer: “The price for set up in your location is just $700, and then the monthly fee is just $125 per month. Of course we do a lot for you for that set up fee. It takes our tech staff blah, blah, blah… And also, that monthly fee covers blah, blah, blah. In addition, we also blah, blah, blah… And another feature with this is blah, blah, blah, blah…”

What happened on this call is that the closer, in his attempt to justify the price, actually introduced a question which turned into an objection and that led to this sale being stalled. And that’s the big danger whenever you begin talking past the close.

What the rep should have done is use a confirmation statement to see how the price fits for the prospect. Something like this:

Prospect: “So how much does this cost?”

Closer: “The price for set up in your location is just $700, and then the monthly fee is just $125 per month. Does that work within your budget?”

If building more value was required, then he could have gone into a brief explanation of that, but after that, he would still have to confirm his answer (which he and most other closers rarely do).

To take this further, if the prospect then said that it did fit within his budget, the next question would have been:

“And do you think this will work in your company?”

If the answer to that question was yes, then:

“Great! Then let me show you how to get started…”

This way, the close could have happened long before the rep talked past the sale.

This idea of confirming your answer is crucial not just when you answer a question, but also when you answer an objection as well. For example, after you answer a price objection, or objection about availability or any other objection, the thing to do is confirm your answer. Use any of the following:

“Did I answer that for you?”

“Is that more clear now?”

“Does that make sense to you?”

“Do you see why we charge for that now?”


And after you do, if you get a yes or get buy in, then you ask for the order! Use, “Great, then let me show you how easy it is for you to get started with this…”

If the prospect then has another question or objection, you answer that as well, confirm your answer and ask for the order, over and over again.

The point here is that if you confirm your answer, you then get to ask for the order. If you don’t, and you’re talking or pitching after you answer a question, then chances are, you’ll talking past the close. And why would you want to do that?

How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research”

One of my readers sent me two objections he’s struggling with and they are: “We need to do some research first,” and “I don’t make a decision on the day,” or the variation: “Do you expect me to make a decision, like, now?” Two interesting objections and two that are easy to handle – if you are prepared for them in advance with good scripts.

Let’s start with the second objection of “Do you expect me to make a decision, like, now?” This is an objection that never should have come up because it should have been discovered and dealt with during the initial prospecting call. As I’ve written earlier, during the prospecting call you need to qualify your prospect on six different qualifiers, and one of those is time frame. Here again are a couple of qualifying questions on the cold call that would have prevented this objection from ever coming up:

“If you like our solution when we go over the presentation next week, what would be your timeframe for putting it to use for you?”


“And if you like what you see next week, is this something you could make a decision on right away?”

Again, these kinds of qualifying questions are the ones you ask during the initial call so you don’t get this objection during the close.

Another way to avoid this objection is to re-qualify before the closing presentation. I always recommend you re-qualify at the beginning of your demo so you aren’t ambushed with objections like, “Do you expect me to make a decision, like, now?” Here are a couple of questions to ask before you begin your demo:

“And ________, let me ask you: if, after we finish the demo today, you like what you see and can see how it can help you (repeat their buying motive), is this something that you can make a decision on today?”


“And __________, let’s talk about your time frame for putting this solution to work for you. If you like what you see today, how soon could you move on it?”

Again, by using any of these techniques, you can avoid the two objections above. “But what if I still get these objections at the end??” I can just hear you asking… The key here is to then isolate the objection so you can see what you’re really dealing with. And the best way to do that is to ask questions and listen. Try:

“What is your timeline then?”

And Layer:

“Based on what we’ve gone over today, how does this sound to you?”


“I can certainly appreciate that, but while you’re thinking it over, consider this…” And keep pitching one or two points you know they really like. And then: “Does that make sense to you?” And if it does, then ask for the order again: “So why don’t we do this…”

Never take one no (or two or three or four for that matter) as the ultimate answer, but instead be ready to pitch the benefits and continue to ask for the order.

The other objection: “We need to do some research first,” can and should also be prevented by qualifying for timeline during the initial call, but if it still comes up, then treat it like any other stall and try to get to the real objection that is hiding behind it. And, as always, use a few proven scripts to make it easy, and ask questions that are designed to get your prospects to reveal what it’s going to take to close the sale. Try:

“I totally understand – just out of curiosity, what parts do you need to do research on?”


“O.K., when you say research, does that involve comparing it to other companies?”

[If Yes]

“And what part of this are you comparing the most?”


“I help my clients do research all the time – in fact, because of I have access to so many resources in this industry, I can usually get answers and solutions they can’t. Tell me, what specifically are you interested in learning more about?”


“And, based on what you know about it now, if your research comes back positive, does this sound like a solution that would work for you?”

[If Yes]

“Great! And what is your timeline for acting on this?”

[If you get a date]

“Terrific! Then let me help you do the research so you can put this exciting (profitable, proven, etc.) solution to work for you today!”


“________, I’ve only given you part of my presentation because I didn’t want to overwhelm you. But apparently I’ve left out some points that you need to know more about. Tell me, what specifically do you want more information on?”


“From what you DO know about this so far, can you see this as being a fit for you?”

[If Yes]

“Great. Tell me what I can do to help you learn more about this so we can put it to work for you.”

As you can see, the more you get your prospect to talk, the more information you’ll have as to what the real hold up is, and what you can do to overcome it. Use the scripts above to help prevent some of these objections from ever coming up or to isolate the real objection and close in on the solution that will work for each particular prospect.

How to Handle, “My supplier is my friend/brother/long term relationship, etc.”

I often get asked the question of how to handle the objection: “My supplier is my friend/brother/long term relationship, etc.” While this is, at first glance, a seeming difficult objection to overcome – and sometimes, if it’s true, won’t be overcome right away – there are ways to position yourself to earn some of the business either right away, or to be the preferred vendor they reach out to if they need to consider making a change. The way to do this effectively is to be prepared with proven scripts. Let’s take it one at a time:

Objection: “My supplier is my friend.”

The way to first deal with this is to explore the relationship briefly and then to qualify for an opening. Use:

“I understand, I also do business with people I consider friends as well. Tell me, how long have you been doing business with him/her/them?”


“And who were you doing business with prior to them?”


“And when was the last time you did a comparison with another provider?”

[If never]

“Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it.

If they say no, then simply use the “Next in Line Script” below:

“O.K., no problem. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”

[If yes – take all their information and then]:

“Just out of curiosity, what would have to happen for you to even consider reaching out to someone else?”

This technique, if used as above, is highly effective at getting your prospect to open up and reveal any possible opportunity.

Objection: “My supplier is my brother/relative.”

As above, your first job is to question and explore this objection. Use:

“Hey that’s great. As you know, doing business with relatives can have its upside and downside, how’s your experience been?”

[If great]

“That’s good to hear. Just out of curiosity, how long have you been doing business with them?”


“And who did you use before that?”


“And what did you like about doing business with a non-relative that you miss now?”

[Regardless of what they say, Layer]:

“Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it.

If they say no, then simply use the “Next in Line Script” below:

“O.K., no problem. One last question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”

[If yes – take all their information and then]:

“Just out of curiosity, what would have to happen for you to even consider reaching out to someone else?”

Objection: “I’ve been doing business with my current supplier for a long time…”


“How long has that been?”


“And has it been that long since you’ve compared prices and services with another provider?”


“You know, a lot has changed in that time; it sounds like this would be a good time to at least get another opinion/quote of services just so you know that you’re not only getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. Could I at least do a no cost/no obligation comparison quote for you?”

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it.

If they say no, then simply use the “Next in Line Script” below:

“O.K., no problem. One more question: Could I be the next in line person you reach out to in case you ever need to get another quote or service comparison?”

[If yes – take all their information and then]:

“Just out of curiosity, what would have to happen for you to even consider reaching out to someone else?”

As you can see, the way to deal with this objection is to get your prospect talking to see if there is an opportunity there. If you use these scripts, you’ll be surprised at what you might uncover.

How to Use Assumptive Statements

Want to make your presentations instantly better? Then invest some time and change your closed ended, weak closing statements and questions into powerfully persuasive assumptive statements that lead your buyer to make the decision you want them to make. Assumptive questions are just that – they assume an answer rather than ask it, and in doing so, they cut through any hesitation or resistance a prospect is likely to put up. In addition, a good assumptive question also heads off any smokescreen objection a prospect might try to hide behind.

If you look at your presentation carefully enough, you’ll find many opportunities to replace closed ended questions with assumptive ones. Here are some examples to get you started:

Change: “Do you have any questions for me?”

To: “What questions do you have for me?”

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’d get using us?”

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’d 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, nearly any open ended question can be turned into an assumptive one. And do you see how much more suggestive and powerful they are? Go through your qualifying script, your closing script and your rebuttal scripts and look for opportunities to transform your closed ended questions into powerful and effective assumptive ones. And then watch as you gain more control over selling situations and begin eliminating the objections and stalls that you may be creating right now…

How to Handle the References Stall

How do you handle it when a prospect asks you for a reference? Do you dutifully provide them with a list of clients they can call? And, if you do, how many of your prospects actually call those references? More importantly, do those prospects that call references ever close?

In my experience when a prospect asks me for references they rarely – if ever – become clients. It’s not that my references are bad (you’ll going to see a rebuttal you can use that will address this) in fact, the references I give are of raving fans that have used me to great impact both professionally and personally. But still, in my experience, references don’t help close the sale.

The reason for this is that asking for references always means the same thing: your prospect isn’t sold on your company or solution. When they ask you for a reference, they have something particular in mind that they want to know more about, and they suspect that you (or your company) can’t provide it. Because of this, asking for a reference is just a way to stall so they can continue to do research on other companies to find the one that addresses their main (and hidden) concern.

That’s why more than half of prospects who ask for a reference don’t ever call them.

So the way to handle the reference stall (which is what it really is) is to isolate it and get your prospect to reveal what the real concern is. And the way to do that is to use one of the scripts below:

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…