Ten Responses to “We’re All Set.”

Tired of getting blown off with the objection: “We’re all set,” when prospecting?

Or maybe you get one of these variations of the “We are all set” objection like:

“We are okay with our present system.”

OR

“We’ve already got a company that handles that.”

OR

“We’re fine for right now.”

The key to handling this objection is NOT to try to overcome it, rather you simply want to bypass it and attempt to engage and qualify. 

With that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations:

“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 ask an engaging qualifying question….

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…”

Again, as an engaging qualifying question….

Response Three:

“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”

Response Four:

“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 Five:

“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.

Response Six:

“Understand, and let me ask you: When is your next buying season for this?”

Then keep the conversation going by asking an additional qualifying question.

Response Seven:

“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.

Response Eight:

“No problem. What you might find helpful is to know about our special pricing and the additional services we provide. Did you know that…?”

Then pitch one or two things you do that others don’t—and use a tie down!

Response Nine:

“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…

Response Ten:

“No problem. Could I be the “next in line” company you call the next time you’re in the market for this?”

If yes,

“Great, let me get your email and send you my info…”

Then:

“And just out of curiosity, what would have to change for you to even begin looking at someone else?”


Look for an in here…

If you found these rebuttals helpful, then give yourself the best holiday gift you’ll ever get this year: over 500 more word-for-word rebuttals for all the objections you face each and every day!

Power Phone Scripts is the number one, best selling book of phone scripts in the world! Gift yourself—and your team—a copy of this powerful book, and watch your confidence and results soar in 2023!


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ON DEMAND SALES TRAINING THAT GETS RESULTS!

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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

The Price Objection—Again!

If you’re ever challenged with the objection, “Your price is pretty high for that…” and you are tempted to see if you can lower your price to compete, what is the most important bit of information you need?

Think about this…

I was listening to a training call the last week, and the prospect told the rep that his price was quite high for a certain item. The rep then asked for the part number and told this prospect that he would “see what I can do.”

Now that may seem fine, but what is the crucial bit of information he needs to compete here?

He needs to know what other “lower” prices the prospect is seeing—or if the lower price he can offer is low enough to beat the price the prospect has and so win the deal.

If you’re ever faced with this situation, here is what to say:

Prospect: “Your price on these is too high.”

You: “I understand. What price have you been seeing on this?”

Then:

“I’m happy to see what I can do, and let me ask you: How many of these do you need? When do you need them by? Finally, if I can match that price, is this something you want to go ahead and order from us?”

By getting this kind of information, you’ll be positioning yourself to not only get a commitment on the order, but you’ll know how many and when.

Try this the next time you’re in this situation and watch your sales—and your commission—grow.


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

“Can You Email That to Me?”

What’s the number one blow off prospects use these days?

“Can you email something to me?”

If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later…

Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed up with—becomes nearly impossible.

The solution? Be prepared with a good script and a good strategy. The one I like most is to prepare an initial email in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice.

And then when a prospect blows you off with, “Can you email something to me?” use the following script:

“I’d be more than happy to do that – where would you like me to email that?” 

[Take their email down and then email them your information right now.]

“O.K., it’s on the way to you. What I’d like to do right now is take just two minutes to get an idea of what’s important to you, and then I can direct you to that part of the information when you get around to it.  Let me ask you:

“How do you get involved in ordering/handling/working with the XYZ?”

OR

“From a needs standpoint, how motivated is (your company/department/are you) to change/fix/replace/buy XYZ right now?”

OR

“What would you need to see in the information I just sent you for you to become seriously interested in making a change in how you’re handling XYZ now?”  

If you follow this strategy, then you’ll be ready to sidestep the email stall and get right into qualifying!

How great will that be?

Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone…


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

The Price is Too High—Best Technique to Use

Quick tip this week.

I worked with a client years ago, and he had a one-line rebuttal to the price is too high objection.

Whenever a prospect told him that, he simply asked:

“And besides price, what else is holding you back?”

That’s it.

Simple. Direct. And powerful.

This client understood that objections are generally smokescreens hiding other objections, so questioning it in this way immediately tells you whether it’s really price—or something else.

If they tell you that something else is holding them back, then you don’t have to address price right now.

If they say nothing, just price, you can begin closing. Something along the line of:

“And what were you willing to spend?”

OR

“Where would our pricing need to be for you to move on it?”

Any of these or others will do here.

The next time someone tells you they can’t afford it or your price is too high, use my client’s example above.

And let your prospect tell you where you need to go next…


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

Don’t Handle the Objection—Eliminate It!

One of the best things about sales is that you already know what all the objections are.

For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., and then some outliers you get less frequently.

But overall, you know what’s coming. So, why not eliminate, in advance, your top one or two objections?

Here’s how:

If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re not ambushed when you get to the close.

Ask:

“Ballpark, what is your budget for this?”

And then:

“And do you have that budget available should you like what you see during our demo?”

Or:

“Our solution is adaptable to most budgets, and runs anywhere between $5,000 and $15,000. If you like what you see next week, is something like that within what you have available right now?”

I’m sure you can come up with other budget related qualifying questions, but the point is that it is ALWAYS best to qualify for this objection in advance so you don’t waste 45 minutes + pitching only to find that they can’t afford your solution.

If you are dealing with a customer who buys their products from another vendor, then ask:

“Who are you getting that from now?”

And:

“I’ve certainly heard of them, just out of curiosity, what keeps you coming back to them?”

And:

“What would it take to earn a portion of your business?”

You get the idea here. It’s ALWAYS better to qualify out an objection before you get it. Take some time this week to script out ways to qualify for and overcome your common objections before they ruin your sale.

Remember: You can’t close an unqualified lead!


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

Most Popular Article of the Last Two Years!

most popular sales blog article, sales article about overcoming objections, phone scripts, sales scripts, cold calling scripts,

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.”

OR

“We’ve already got a company that handles that.”

OR

“We’re fine for right now.”

Here’s how to handle it:

“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:

“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”

Response Four:

“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 Five:

“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.

Response Six:

“Understand, and let me ask you: When is your next buying season for this?”

Then keep the conversation going by asking additional qualifying questions.

Response Seven:

“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.

Response Eight:

“No problem. What you might find helpful is to know about our special pricing and the additional services we provide. Did you know that….”

Then pitch one or two things you do that others don’t – and use a tie down!

Response Nine:

“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…

Response Ten:

“No problem. Could I be the “next in line” company you call the next time you’re in the market for this?”

If yes,

“Great, let me get your email and send you my info…”

Then:

“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!

Order Power Phone Scripts here.

Note: There will not be a blog article next week on Christmas Day. Our next blog will come out on Wednesday, January 2nd.

A Proven Approach to Handle the “I’m Not Interested” Objection

There has been a lot of talk recently about “Objections.” What they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to overcome or get around them?

For those of you who have been reading my blog for years know, I’m all about giving you and your team proven, word-for-word scripts and talk tracks so you can successfully deal with the common objections and resistance statements you get, day in and day out.

Today’s blog will give you the best practice approach to one of the most common objections you get while prospecting or cold calling, the: “I’m/we’re not interested,” blow-off. Today’s response will also work for variations on this objection like:

“We’re all set,” or

“We already have a vendor for that,” or

“We don’t need anything at this time,” etc.

Before I give you the scripted response, let me remind you of a few things:

Whenever you get one of these initial resistance statements, remember that these aren’t objections. You haven’t pitched anything yet, so there isn’t anything for a prospect to object to.

Instead, these are just blow-offs to avoid being pitched. It’s the same as when you walk into a department store and tell the sales rep you’re “just looking.” The reason prospects use this line on sales reps is because it works! Most sales reps stumble over it and usually go away discouraged.

That will change with you today.

Also, remember this: when you get this (or any other) initial resistance statement, your goal isn’t to ask why they aren’t interested (that would only feed into their blow-off), instead, it’s to acknowledge that you heard it, then disarm them with a non-threatening, non-salesy statement, and move back into qualifying your prospect.

Here’s how you do that:

Prospect: “We wouldn’t be interested…”

You: “That’s perfectly okay, I’m not calling to sell you anything today. Instead, I just wanted to give you a resource so that the next time you did need this, you’ll know who to call to check your options.

“Let me ask you…” (Choose a good open-ended question to engage your prospect here.)

It’s that simple.

Now: Will this response work all the time? Of course not—no response will. But it will do something more important: It will uncover real, potential buyers because these prospects will answer and engage with you, and you can now have a meaningful (sometimes short) conversation with them. Your goal is to script out good, quick questions and then set appropriate next steps.

And for those who don’t engage? Use one or two more proven statements or questions to get them to open up. (Don’t have a list of those at your fingertips? What were you thinking! Click Here to get over 500 word-for-word proven scripts, questions, and phrases to open and close more sales.).

As with any technique or script, you’ll need to use this for at least two weeks straight before it becomes a habit. But once it does, you can kiss this blow-off statement goodbye.

And soon, if you use all the scripts I suggest, you’ll have licked the objection problem once and for all…

Objections: 5 Things You Need to Do Now

I was on the “Sell or Die” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”

That did cause me to think. After a moment, I told him that while there are a lot of variations of objections, in truth there are really only a few. And he agreed. Jeffrey said that once he was training onsite and he asked the manager that same question, and the manager replied, “There are a hundred different objections!”

Jeffrey then challenged him with, “I’ll bet my entire fee there are no more than 15, and if there are less than 10, you double my fee.” After going through them with this manager, there turned out to be just 12.

And that’s been my experience as well. Whenever I’m onsite with a company, I brainstorm with the team to identify all the objections they get. They rarely can come up with more than 5-7 for prospecting and about the same amount for the close.

So given this truth (and I’m sure once you think about your own situation you’ll agree), I can give you 5 things you need to know how to do to anticipate, prevent, deal with, and overcome them. Here they are:

1) As I write about in Power Phone Scripts, the key to dealing effectively with objections is to recognize that there are a finite number of them (about 5-10). And you’re going to get these same ones over and over again. So you need to anticipate them.

Be prepared for them with an effective, best practice approach or script. In fact, write out three or four responses to the most frequent objections you get, learn them, and use them over and over again.

Sounds easy, I know, but you would be amazed by how many sales people still won’t take the time to do this. If you will, however, you’ll increase your success rate and your confidence exponentially.

2) Prevent them. At the end of your presentation, two of the biggest objections and stalls are, “The price is too high,” and “I need to talk it over with…”

These two objections should have been uncovered and dealt with during your prospecting call. These should have been qualified for and you should know in advance what the decision process is like, and if this fits within their budget.

If you don’t, then weave these kinds of qualifying questions into your prospecting script and never encounter them again.

3) Know when to deal with objections. My mentor taught told me there were three times to deal with objections: When they come up, later in the presentation, or never.

You need to decide which time is best for you. If you deal with them when they come up, you’re likely to lose momentum and give control over to your prospect. If you delay them until the end, (“I’ll cover that in just a few minutes”) then you can buy yourself some time and the objection might even go away. And if you don’t answer it at all, sometimes you’ll find that the prospect doesn’t bring it up again.

When you decide to handle an objection depends on many things, and you can probably tell when the right time is. Just know you have options.

4) Know how to deal with an objection. One of the biggest mistakes people make is they rush to answer an objection. That shouldn’t be your first approach. Instead, always get into the habit of questioning an objection and make your prospect work to answer and clarify it.

Doing so often allows you to get more information about what the real objection is, and often times your prospect—in explaining it—will give you the seeds to answer it. Simple statements could be, “Really? Why is that?” or “What do you mean by that?” or “Why is that important to you?” or my favorite, “Oh?”

5) Be ready to go to work when you get an objection. The final thing I want to share from my podcast with Jeffrey is when we both talked about how the sale starts when you get an objection. In fact, I shared that I was taught that the sale doesn’t start until you’ve received 5 objections!

Compare that to how you handle objections today. Do you tend to give up after one objection? How about after two? Bottom line is that if you’re not prepared with a best practice approach (a script!) of what to say when you get objections, then you’re probably not ready to stay the course and keep closing until you win the sale.

Think about the 5 points above, and compare your own methodology to handling objections. If you need to change something to fit these 5 points then do it. You’ll close more business as a result.

And finally, check out the upcoming Sell or Die podcast to hear the interview in near future (August 8th). You’ll enjoy it and learn a lot.

Three Ways to Handle the Price is Too High Objection

Are you still ad-libbing a response to the “your price is too high,” objection?

This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, when a buyer asked how much an item was and was told the price, what do you think he/she automatically said?

“That’s way too much money for that!”

Sound familiar? Let’s face it, buyers have been using this objection way before you or your father or great grandfather got into sales, and you’d think that by now we’d all know how to effectively handle it. Some do, but with all the calls I listen to, there are still plenty of sales reps and companies that don’t…

So here are the best practice responses to the age old budget question or objection. Write these down, customize them so you are comfortable with them, and start moving past this objection once and for all.

Technique One: Avoid this objection from every coming up. What, you didn’t qualify for budget on your first call? This is a rookie mistake, and one that you need to fix right away. If you’re still getting the price objection when you’re presenting your product or solution, then that’s on you.

What you need to do is find a natural way to prequalify for budget as part of your qualifying questions. You know, the questions about decision making process, timeline, etc. Here are a few ways to do that:

“And {first name}, our solution ranges from $4,000 to $15,000 depending on the options you want. Is that range within a budget you have – again, if you like what you see?”

OR

“{first name}, I’m assuming you have a budget for this type of thing – if you feel that this will help you (do whatever it is your product or service does), right?

“And most of our new customers go for our premium package at $25,000 – is that something you could fit into your budget if this were a fit for you?”

There are many, many other ways to qualify for budget – if you need more, search this blog or pick up one of my books of phone scripts.

Technique Two: This is one of the easiest rebuttals to use, and I’m continually surprised more reps don’t automatically use it. The technique both challenges your prospect and helps you learn more about their buying process (and your possible competition) at the same time. It goes like this:

“Compared to what?”

And then hit your mute button and let them talk and reveal the way back into the close…

Technique Three: Here’s a way to isolate the price objection to make sure it’s the real and only objection there is. Nothing is more discouraging than overcoming it and then being told there are three more reasons they won’t buy.

“And besides price, what else would stop you from moving forward today?”

This is designed to draw out other objections. You can make it more positive by asking:

“And if the price were exactly where you’d want it, is everything else about our (product or service) okay? I mean, would you feel comfortable enough to take advantage of it today?”

As many of you know, I’m big on being prepared for the repeatable selling situations and objections you get day in and day out. This is what separates the top producers from everyone else, and it’s what makes sales easy and even enjoyable.

And let’s face it, an objection that has been around 4,000+ years is definitely a repeatable one.