Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Overcoming Objections: “We are already working with someone.”
By Mike Brooks, http://mrinsidesales.com/

Cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for "not interested."

Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.”

One of the main reasons sales reps dislike prospecting and cold calling is because of all the sales objections they get. Let’s face it: overcoming objections can be tough! Do any of these objections sound familiar?

“I wouldn’t be interested.”

“Just email me something.”

“We already have someone who handles that.”

If you get these sales objections when you’re cold calling or prospecting, welcome to the club. These are the same objections, sales resistance statements, and sales blow offs sales reps have been getting for years. And you will be trying to overcome these objections for years to come!

While that may sound like bad news, it’s actually good news. The way to deal with sales objections like these is simply to be prepared for them with a proven, scripted response. Here are three ways to handle the objection: “We currently work with someone”:

“We’re Currently Working with Someone Else (and we’re happy)”

Sales Objection Response #1

“No problem at all. But while I have you on the phone, what I’d recommend you do is at least learn about a few features we offer that you may not be getting now, so if you ever need to reach out to another company, at least you’ll have an idea of what’s out there.

“In fact, let me ask you: Are you getting XYZ?” (Mention something you offer that your competition doesn’t.)

Wait for them to respond and then engage.

Sales Objection Response #2

“That’s great and let me ask you: if in two minutes I can give you an idea of why more companies are switching to us, would you at least accept an email with my contact information for when you do need to consider using someone else?”

[If yes]

“Great—the number one reason companies switch to us is for XYZ—are you currently getting that now?”

Wait for them to respond and then engage.

Sales Objection Response #3

“Who are you using?”

[Wait to hear, then]:

“That’s a good company, in fact, they are the reason that we created our (name your advantage)—it’s something that takes what they do but makes it better. Have you heard about it?”

[Listen for an opening]

“If you’re interested, I can show you two or three other things we do differently, and then you can judge for yourself if you’d like to learn more, fair enough?”

Memorizing proven inside sales scripts and rebuttals like this will help you overcome objections with confidence and make prospecting for sales much, much easier. Since you know these sales objections are coming, why not learn, in advance, proven ways to deal with them? This is what separates top sales producers from all others close more business and make more money in sales…

If you’d like two more responses to this objection, and over 500 more word-for-word scripts, phrases and sales questions, then click here for my new book: Power Phone Scripts.

As you’ll see, the more prepared you are to overcome the sales objections you know are coming, the more successful you will be.