I don’t know why sales reps still have trouble handing this typical blow off. They know it’s coming; they get it daily or weekly, yet many still struggle to handle it effectively. . . .
The way to not only handle it, but to overcome it is to be prepared in advance with a proven, scripted approach. Like this:
“I’m sure you do, and that’s why I’m calling you today. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?”
[Get buy in here before you continue . . .]
“So let me email you some information so you’ll have it in case you need it. What’s a good email address to send this to?”
[Now take it down, and then move into qualifying!]
“Just so I’m prepared in case you do need another option, what kind of . . . “
Now ask questions, try to engage, and take your prospect as far as they’ll let you!
You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. That’s what most blow offs are!
The next time you get this objection, use the script above and watch how much more effective you become as a sales rep.
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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