If you are a subscriber to my weekly ezine, then you know I publish a new article every week. That’s fifty-two new tips, scripts, strategies, and current techniques to help you succeed selling over the phone.
It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call.
If you happened to miss this, then you have another opportunity today to learn and begin using a proven way to deal with the common brush off: “We are all set.”
Enjoy and Happy New Year!
Most Popular Article of 2016:
I receive emails from my readers all the time asking me how to handle various objections and resistance statements. A common request I get is how to handle the initial resistance statement “We are all set.” A variation of this is anything along the lines of:
“We are okay with our present system.”
“We’ve already got a company that handles that.”
“We’re fine for right now.”
As you can see, these are all basically the same, and, more importantly, they aren’t objections – rather, they are initial resistance statements or blow offs. Essentially they are saying something along the lines of: “I’m not interested in being pitched right now, please go away.”
Now here’s the thing: Because this is simply resistance and not an objection (it’s not an objection because you haven’t pitched your product or service yet. It’s like when you walk into a department store and the sales rep asks if they can help you and you blow them off with, “I’m just looking.”) Again, “We’re all set” is not an objection, just sales resistance.
And the key to handling resistance is NOT to try to overcome it (remember it’s not an objection), but rather you simply want to bypass it and engage and qualify.
So, with that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations:
“We’re all set”
“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…
“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…
“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”
“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.
“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 timeframe, budget, etc.
“Understand, and let me ask you: When is your next buying season for this?”
Then keep the conversation going by asking additional qualifying questions.
“That’s fine; I totally understand. And let me ask you – the next time you are in the market for this, how many companies are you going to reach out to?”
And then ask how you can become one of them, what their budget is, who the decision makers are, etc.
“No problem. What you might find helpful is to know about our special pricing and the additional services we provide. Did you know that….”
Then pitch one or two things you do that others don’t – and use a tie down!
“I’m glad you said that. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”
Give them a shocking statement about how you’ve just been rated number one, or that you give free delivery, etc. Something that will peak their interest…
“No problem. Could I be the “next in line” company you call the next time you’re in the market for this?”
“Great, let me get your email and send you my info…”
“And just out of curiosity, what would have to change for you to even begin looking at someone else?”
Look for an in here…
So there you have it – ten new ways of handling this age old blow off. Just remember, your goal isn’t to try to overcome this – rather, it’s to sidestep this resistance statement and get information you can use to create value and continue the conversation.