How to Struggle Less, While Making More Sales

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis.

The client, sure their sales cycle was more complicated and therefore required more advanced closing techniques, considered the bet: If the sales team could come up with more than eight standard objections, then Jeffrey would do the training for free.

If there were eight or less, then the client would pay him double his fee…

After the client thought about it, he declined Jeffrey’s offer, and then he polled the sales team, and here were their common objections:

#1: Too expensive (don’t have the budget)

#2: Have to get approval

#3: Need to think about it

#4: Going to use their old vendor

#5: Need to get several quotes

#6: They needed a different solution

#7:

#8:

Turns out, this company’s “complicated sale” had just six objections they got 90% of the time. It’s a good thing (for the client) he declined Jeffrey’s offer!

And this is the key to how you can struggle less and close more business.

Because your product or service also has a set number of objections (usually under eight), the easy way to make more sales is to script out two to three responses to these recurring objections, memorize them, and then use them each time you get into one of these selling situations.

This will GREATLY reduce the work you do, and it will lead to you closing (more easily) more business.

This is the real “secret” to becoming a top producer at your company or in your industry.

Make it easy on yourself and do this exercise today. If you need some help with your scripts, then click here. You’ll find over 500 proven scripts you can start using today!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Happy With Who We’re Using

This blog post is for those of you who haven’t purchased and read any of my book of scripts yet (what are you thinking? 🙂 )

For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often.

The question is: what do you say to it?

This objection—like all others—is a perfect one to script an effective response to, and here is one of my favorites:

Objection: “We’re happy with who we’re using” (Or any variation like, “We’re all set”):

Response: “That’s perfectly OK; I didn’t expect you to be in the market today. In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. That way, when you do have a need to look elsewhere, you’ll have a solid option already vetted.

“Let me ask you this….”

And then use a qualifying question regarding what they use, how often they order, etc.

Bonus response:

“No worries, I’m not going to sell you anything today. Instead, I simply want to give you some information so if things change—and let’s face it, they change all the time—you’ll at least know who to reach out to.

“Let me ask you this….”

Again, use a qualifying question regarding what they use, how often they order, etc.

If you would like eight other proven response, visit here.

Remember: throughout your sales process, you get the same seven to ten objections, stalls, and put-offs over and over again.

Want to be a top producer? Then stop making up an answer to them, and “ace” them by being prepared with proven scripts.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Building Value during the Price Objection

How many times have you been told to build value when you get the price objection?

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? 

Want a better way?

Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. 

What often makes the difference is your enthusiasm and belief in your company and what you’re selling.

Recognizing this, I often use the following script to not only build value in my product or service, but also to build value in the most important part of my product—myself. 

Here’s what to say:

If your prospects say, “I can get cheaper,” or “Well the XYZ company has something similar for less money,” or anything like that, say:

“You know _________ I’m aware of all the other options for this (product or service) and I’ll tell you now, if I thought any of them were better for my clients, I’d be working there and selling those.

“When I got into this industry I did my own research, just like you’re doing now, and I looked for the company that not only offered the best (product or service) but also delivered the best customer service and follow-up. 

“And these are the things you look for as well, right?”

“And after all that, I chose (your company) because they give my clients the best overall value and the best experience. And that means my clients continue to do business with me and refer new business to me as well.

__________, if there was a better product or company for you to do business with, I’d be there selling it. But there isn’t.

“Bottom line—if you want the best overall value, the best results and experience with this (your product or service) then do what I did—choose (your company)—you’ll be happy you did. 

“Now, do you want to start with the X size order or would the Y size order be better?”

This technique builds value in the most important part of any sales transaction—you and your belief in your product or service. 

[BTW: If you didn’t do research into competing companies, then let the prospect know why you did choose your company and what you like so much about working there and offering that product.]

Adapt this script to fit your personality, product, and company, and then get in the habit of using it whenever you feel the need to build more value.

Want 500 more word-for-word scripts? Click Here.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Three Scripts to Handle: Email Me Something….

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection?

Believe it or not, over 90% of sales reps do just that.

But top producers are prepared for this common stall/blow off, and they know how to qualify past it. And after learning and using the scripts below, you will, too!

Script #1:

Make sure and have an email already prepared while you’re prospecting. If someone tells you to email them something, simply ask them what their email address is and then send it! Right then!

Simply say:

“Okay, I’ve just sent it to you. Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later.

“In the meantime, let me ask you…”

And then ask a qualifying question. The point here is whether or not your prospect will:

  1. Give you the time to speak further with them. If not, they weren’t going to open your email anyway. If they will, however, then you know there is a legitimate chance they are interested.
  2. Open the email when they get it. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.
  3. Blow you off with another objection. This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!
  4. Allow you to set a definite follow up appointment.

Script #2:

“I’ll be glad to send you an email, but we have several products to offer you, and I just need to ask a quick question, so I know which email to send.

“Let me ask you…”

And begin qualifying!

Script #3:

“I have a better idea: Rather than clog up your email with something you may not even be interested in, let me briefly describe what we have, and you can honestly tell me if it’s something you’d be interested in, OK?”

And then wait to see if this is a real prospect or not.

Believe me, all of these techniques are better than sending an email and then being ghosted for the next month as you try to get them on the phone again!

Try it this week, and watch your leads get more qualified as you put less “wood” into your pipeline. And then watch as more deals roll out of it!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

Five Scripts You Need to Know by Heart

In my book, Power Phone Scripts, I talk about the secret of sales.

Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun.

Think of that.

And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time.

All top producers know automatically how to respond to objections like:

“I need to think about it.”

“I already have a supplier for that.”

“We’re not interested.”

And many more.

Here is a quick “cheat sheet” of five scripts/responses you need to print out, study, memorize, and use when you get in the following situations:

“I need to think about it.”

Response:

“That’s perfectly fine—I like to think about things too, of course. Quick question for you if you don’t mind: Are you going to be thinking about the budget for this, or whether or not to even do it?”

“I already have a supplier for that.”

Response:

“Of course you do, and that’s great. I’m not looking to replace them just yet; instead, I just want you to have other options in case things change and you have to start looking elsewhere. Let me ask you…”

Go back to your qualifying questions here and try to engage them.

“We’re not interested.”

Response:

“No worries—you’re still entitled to this information in case something changes for you in the future. Let me ask you: how much (of your product or service) do you currently use on a monthly basis?”

Two things here: #1) You’re trying to engage them and see if they’ll answer your question, and #2) You’re qualifying them for your product or service as well.

“I just don’t think this is for us.”

Response:

“You know, I love to learn. Do you mind if I ask why not?”

And number five may be familiar to my regular readers, but even for you, I have to ask: How often are you using it?

For any objection, stall, or comment you get and don’t know how to respond to, ask this:

“Oh?”

And then hit your mute button and let your prospect tell you how to sell them.

Again, print these out, memorize them, and use them when you get any of the above recurring objections.

If you’d like over 500 more word-for-word scripts, then invest a few bucks in yourself and get a copy of my book: Power Phone Scripts.

Being prepared is the fastest way to double and even triple your sales.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

One Way to Handle Objections Better

Want a quick and easy way to handle objections like a pro?

Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now.

Once you have those responses, simply rewrite them to fit your personality or style, and then practice, drill, and rehearse them each time you get the same objection.

While this may seem simple, it’s one of the things I did once I made a commitment to becoming a top producer. And once I did, I immediately saw how the responses of the top closer in my company were completely different to how I was responding.

It’s no wonder I was struggling and not closing many sales!

But once I recorded a better response, and then made it my own, and then memorized it and started using it, my results immediately improved.

And, by the way, this is also how I help companies improve their sales process as well. If a company has, say, fifteen sales reps, then there are inevitably one or two top closers—and then thirteen sales reps who are struggling.

Do you think it makes sense for me to find the best practice approach in the thirteen who are struggling or by listening to their top closers?

Simple answer and a simple solution for you to get better as well.

So this week, seek out the top producers and model your closing skills after theirs.

If you do, then soon your results will be similar to theirs!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

This is the Secret of Sales

Imagine if there was a secret to successful selling.

Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to.

And not only would you be able to sell these products or services, but—if you learned and applied this secret—you would sell more than anyone in your company or in your industry.

In addition, you would also be able to sell more with less stress, less rejection, and sales would actually become, dare I say it?—easy.

As you know, selling and easy rather occur in the same sentence, but by learning and applying this secret, they will.

And here is the secret:

Sales is nothing more than a set of recurring selling situations that you encounter over and over again.

You get the same brush offs when prospecting, the same objections when closing, the same ghosting when following up.

Let me prove it to you: regardless of your product, service, or industry, do any of these selling situations sound familiar?

When prospecting, has a decision maker or influencer or office manager ever told you:

  • “Just email me some information.”
  • “We’re happy with who we’re using.”
  • “We aren’t interested.”
  • “I’ll have to check with my boss.”

And when closing a sale or presenting your product or service, how many times do you run into:

  • “That’s a bit more than we want to spend.”
  • “It’s just not the right time for us.”
  • “Let me think about it and get back to you.”
  • “I’m going to need to talk to the committee/boss/my partner, etc.”
  • “Can you email me more information?”

Now, I’ve never met many of you reading this right now, and I don’t know what you’re selling, but I’ll bet these cover 80% of the objections you get, right?

And that’s because selling is a set of recurring situations that contain the same objections, stalls, and you get them over and over again.

And therein lies the secret to successful selling:

Learn exactly what to say—in advance—of getting these recurring objections.

Now this may sound like a “duh!” moment but let me share another secret with you: 90% of sales reps don’t do this. Instead, they ad-lib, make things up, and use poor responses over and over again.

Poor responses that don’t work!

The answer?

Script out—in advance—two or three “best practice” responses to the recurring selling situations you get into all the time.

Practice, drill, rehearse these responses until they become your automatic way of responding.

Doing this will change your sales results, your day-to-day experience in selling, and ultimately your career and your life.

Your choice really comes down to: Struggle and underperform, or sell easily, confidently, and make more money than 90% of your competition.

If you choose the latter, then you can start with over 500 proven scripts you can adapt to fit all the selling situations you run into.

Get it here.

And start learning and practicing the secret to successful selling.


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

One Great Close You Should Be Using

How do you handle the following two big objections?

“Your price is too high.”

“I can get a better deal/rate/price using XYZ”

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.

Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.

The best way to handle this is to…

Isolate it! Just like you should do with most objections.

Here is the easiest way to do this:

Whenever you get either of the two objections above, simply respond with:

“In addition to price, what else is important to you?”

OR

“In addition to price, what else is holding you back today?”

Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.

That’s it!

For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.

You’ll be amazed at what you hear—and how much further you can take your prospects…


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

“I Need to Think About It.”

If this objection frustrates you, then all that will end after you read this blog post.

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward.

Real objections can include things like:

  • They can get it cheaper somewhere else.
  • Their boss/spouse/purchasing won’t let them buy.
  • They like a different solution.
  • And many, many more reasons…

And “I want to think about it” is the perfect smokescreen.

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

Pick one part of your offer (it could be the price, or the timeline for delivery, or the quality, or the guarantee, or the rate, whatever…) and say:

“That’s OK, and I’ve given you a lot to think about. Is it the price that you want to think about most?”

And then hit MUTE and listen to what your prospect reveals.

Often, they will tell you what it is, or they’ll tell you it’s something else.

And then you can deal with it!

If they say, “No,” then say, “OH?” and remain quiet—and listen to what they reveal.

Once you know what is really keeping your prospect from working with you, then you can deal with the real objection behind the smokescreen: “I want to think about it.”

Script this out for your product or service. Role play it in meetings. And then use it for a month and see what you find.

If you find the real objection even half the time, you’ll be that much closer to closing more sales!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated

I looked It Over and We’re Not Interested

I’d like to revisit an objection and give you, once again, the scripts to deal with it.

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back.

Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…

Response #1:

“I understand, and that’s perfectly OK. At first a lot of people I speak with don’t fully understand all the ins and outs of this and that’s why I’m here. Before you make a decision though, let’s do this. It will take just a couple of minutes to explain how this might help you, and if, after you understand it, you still think it’s not for you, we’ll part friends. Do you have that information handy?”

[Must end by directing them to take an action…]

Response #2: 

“I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me! 

But seriously, {first name}, this (product/service/investment) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit or benefit for you. 

Tell you what, do yourself a favor and spend a few minutes with me to find out how and if this would be right for you. Grab the information/quote/brochure and let me cover a few things – do you have it handy?

Response #3:

“I understand, and believe me, I get that a lot. In fact, some of my best clients said that at the beginning as well. But I’m sure you’d agree that any decision you make, whether it’s a yes or a no—and I can take either one—is best made once you understand all the facts, isn’t that right?

Well {first name}, I’m here to help you learn those, so do yourself a favor and grab that information, and let’s briefly go over it. If at the end it’s not for you we’ll part friends. Do you have it handy?”

Now, take some time and reword them slightly to fit your personality, your product or service. Then get in the habit of using them over and over again. What you’ll find is that more and more prospects will actually let you pitch them, and some of those will buy!

If you found this article helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!

Visit: http://mrinsidesales.com/products/complete-book-phone-scripts/ and find out why Jeffrey Gitomer, Brian Tracy, Tom Hopkins and many others recommend my ebook of Phone Scripts! Download it now and be a better sales professional by this afternoon!


Need More Proven Responses to the Selling Situations You Face Every Day?


ON DEMAND SALES TRAINING THAT GETS RESULTS!

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Unlimited License: One to 100 reps can attend for one low price!

Perfect for reps dealing with the following issues:

  • Reps struggling with call reluctance
  • Getting screened out by the gatekeeper
  • Overcoming blow off objections like, “Just email me something”
  • Identifying decision makers
  • Qualifying prospects
  • Setting call back appointments that stick
  • Giving successful presentations and dealing with objections
  • Staying motivated