Tag: overcoming objections sales technique best cold calling prospecting scripts phone sales best sales skills cold calls

Just Email Me Something….

by mike

What do you say when you get this objection while prospecting?

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is.

Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?” or “Just send me a brochure,” etc. Then email started and guess what? A new stall was born.

So, what’s the best way of handling it? The first thing you want to do is find out whether it is a blow off (80% of the time it is), or whether your prospect is truly interested in what you have and wants to know just a little bit more before they speak with you.

There is an easy way to find out.

All you have to do is 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 the 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.

“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, and if they will, then you know there is a legitimate chance they are interested.)
  2. Actually open the email. (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. (Which is what you want.)

Any of these responses will get you a lot further—and give you the intel you need as to how to pursue this lead—than sending an email after you hang up and then putting this prospect into your follow up queue.

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 give them 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!

Any sales 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
Get Access Now

Four Proven Responses to: “We’re all set”

by mike
overcome sales objection. sales scripts,

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”

If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection.

“We’re all set”

Response One:

“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 you…”

Now get into your qualifying questions…

Response Two:

“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…

Response Three:

“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.

Response Four:

“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 time frame, budget, etc.

As with all selling situations, it’s easy to handle objections and stalls if you’re prepared with a good response.

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
Get Access Today

Overcome ALL Objections with This ONE Question

by mike

Want to know a secret about objections? There are really only two types:

  1. Real concerns that need to be addressed, and, once you do, you can then close on, and,
  2. Smokescreen objections hiding something else (like the real reason your prospect isn’t buying).

Now here’s the trouble for many sales reps and teams: The most frequent objections they get are smokescreens and yet they try to overcome them as if they were real objections.

And that never works.

So, the question is: How do you know if you’re dealing with a real objection (one you can actually deal with and have a chance of overcoming), versus a smokescreen objection that you will never be able to overcome? (Unless you find out what is hiding behind it.)

And that’s easy if you use the technique you’ll see in today’s article. Before you read it though, let me quickly remind you what a smokescreen is: It’s when your prospect gives you an objection, like price, when in fact, there is something else holding them back (like they aren’t sold on your solution, or their partner isn’t sold, or they are looking at other options, etc.).

So, the smokescreen is really just a dodge hiding the real objection.

The first step to dealing with a smokescreen is to first figure out that is that you’re dealing with one!

So here is your technique:

Whenever you get an objection—no matter what it is—always say:

“And in addition to that, what else is holding you back today?”

That’s it! Simplicity is always best, and what this technique does is isolate the objection….

Any other answer than, “Nothing really,” means that the objection they just gave was indeed just a smokescreen. And you’ve got to now dig deeper to find out what is really holding them back.

If, however, they say “Nothing,” then you need to have a few proven closes ready to deal with and overcome the objection and “sell” them on your solution.

As with all our techniques, don’t take our word for how effective this is—use it and see for yourself how much further into the sale you get.

If you’d like more tips like these, then visit our blog page.

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Happy selling!

How to Overcome the Fear of Cold Calling

by WPADMIN

Do you struggle with call reluctance when it’s time to cold call?

If you do, then you need to remember a couple of things that will help take the pressure off you, and give you the perspective you need to “smile and dial….”

How to Handle: I looked it over and not interested

by mike

I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back.

To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close.

So 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!