You hear it all the time: “I/we can’t do anything now because the _________ (fill in the blank with market or economy, or company, or industry, or budget, etc.) is down.”
And the crazy thing is that sales reps actually buy into that objection! I guess if you’re not prepared to overcome it with a good script, and you keep getting it day in and day out, you’re susceptible to buying into it.
I’ve even begun hearing sales teams jump on the “Oh, things are terrible, the world is coming to an end…” objection and actually agreeing with their prospects! As soon as a sales rep gets this objection, I’ve heard them pile on with, “Oh, I’ve been hearing that a lot and things are bad out there! Some of our clients have even closed down their offices, and let people go – oh, it’s terrible!” And then add:
“Well, if things turn around, then definitely give us a call…”
Remember: on every call somebody is going to be sold. The only question is: Are your prospects going to sell you on why they aren’t buying (from you), or are you going to sell them on why they need you more than ever right now?
Because your product or service can almost always save them money or time or energy or manpower, OR produce more and better results which will mean more revenue or business to them, then let’s face it: they can’t afford not to listen or meet with you!
Here’s the only script you need to overcome the “Everything is terrible” objection and earn the right to meet or do a demo with your prospects:
The next time you get any variation of the, “I/we can’t do anything now because the _________ (fill in the blank with market or economy, or company, or industry, or budget, etc.) is down.” objection, you simply say:
“Well, because of that reason, I’m sure it’s more important than ever for you to (reduce costs, save money, get more results, etc.) and that’s exactly why other companies are meeting with us to see how we can do just that for them. You’ll be happy we met, too. Here’s what I recommend we do…”
You have to be prepared with a positive, upbeat message to overcome their negativity – you have to believe in what you’re selling, in your solution enough – to earn the right to meet with your prospect.
Use the script above as it is, or adapt it to fit your personality and your product or service, and start closing your prospects – rather than letting them closing you…