Many sales reps don’t know how to deal successfully with the gatekeeper. If things like: “Will he know what this call is regarding?” keep you up at night, then you need to watch this video and use the proven techniques in it.
And if you’re a sales manager, you need to send this out to all of the reps on your team!
As a sales rep, you need solutions to the problems you face when
selling over the phone. You don’t need theory, you need actual word-for-word
responses that aren’t salesy.
Responses that work.
And that’s why my blog has thousands of subscribers and why more
and more sales teams are added daily.
I thought you’d benefit from my most popular article I’ve
published over the last two years. It’s no surprise it deals with objections
you get while prospecting.
Study these and adapt them to your product or service and then use
them to overcome the objection: “We’re all set.”
And happy Holidays!
BTW: A variation of this objection 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.”
Here’s how to handle it:
“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
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
“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
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
“Great, let me get your
email and send you my info…”
“And just out ofcuriosity, what would have to change for you to even begin looking at someoneelse?”
Look for an in here…
So there you have it: ten
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.
Now, it’s not too late to
give yourself the best gift you’ll get this holiday season: Over 500 more
word-for-word scripts, questions, and phrases that will help you make 2019 your
Best Year Yet!
Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago. If you’re going to that event, make sure and email me so we can meet during the conference: Info@MrInsideSales.com
I’m going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.
Some obviously get the importance of having a standardized, best practice approach set of scripts to train and measure their reps against, while some others don’t think their reps should use a script. They think they’ll sound too much like a telemarketer or that their sale is too “consultative” for them to follow a script.
Here’s what I tell them: First, all your reps are already using a script. If you don’t believe me, then just record them for a week, transcribe what they’re saying, and then what will you have? You’ll have a script of what they say, day in and day out!
But, I tell them, you’ll also have ten or fifteen different versions of what should be a best practice “story” you’re telling about your company, product, and service. This is because most sales reps are winging it and ad-libbing their way through their sales presentations.
And that is why they are struggling and not consistently making their revenue numbers.
The solution to this is straight forward: Take the message your top producers are delivering, combine that with a standardized “best practice” approach, script it out, and then have your team use that scripting until they have internalized it and are consistently delivering your best messaging.
Once I explain it that way, they suddenly realize what I mean when I tell them they are all wrong about phone scripts.
In fact, when you have and follow a scripted approach, you will be:
More confident during your pitch
You’ll be able to listen because you won’t be thinking up what you should say next
You’ll be able to qualify your leads to identify real buyers
Your presentations will run smoother because you’ll be engaging your prospects
Objections will be easier to deal with and overcome
You’ll make more sales and actually look forward to coming to work!
And many, many other benefits.
Bottom line: I’ve been training inside sales reps for over 30 years, and I know what works and what doesn’t. Scripts work – ad-libbing doesn’t. It’s that simple.
If you would like to know more, then book a flight to Chicago and join me next week. It would be good to see you!