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.