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

How to Successfully Deal with the Gatekeeper

Many sales reps don’t know how to deal successfully with the gatekeeper. If things like: “Will he know what this call is regarding?” keep you up at night, then you need to watch this video and use the proven techniques in it.

And if you’re a sales manager, you need to send this out to all of the reps on your team!

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.

Why You’re Wrong about Phone Scripts

Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago. If you’re going to that event, make sure and email me so we can meet during the conference: Info@MrInsideSales.com

You can read more about the event here.

I’m going to be presenting both sessions centered on the importance of having and using best practice scripts (one B2B and one B2C session). What I find interesting is the mixed reaction I still get when I speak to some sales leaders about the use of scripts.

Some obviously get the importance of having a standardized, best practice approach set of scripts to train and measure their reps against, while some others don’t think their reps should use a script. They think they’ll sound too much like a telemarketer or that their sale is too “consultative” for them to follow a script.

Here’s what I tell them: First, all your reps are already using a script. If you don’t believe me, then just record them for a week, transcribe what they’re saying, and then what will you have? You’ll have a script of what they say, day in and day out!

But, I tell them, you’ll also have ten or fifteen different versions of what should be a best practice “story” you’re telling about your company, product, and service. This is because most sales reps are winging it and ad-libbing their way through their sales presentations.

And that is why they are struggling and not consistently making their revenue numbers.

The solution to this is straight forward: Take the message your top producers are delivering, combine that with a standardized “best practice” approach, script it out, and then have your team use that scripting until they have internalized it and are consistently delivering your best messaging.

Once I explain it that way, they suddenly realize what I mean when I tell them they are all wrong about phone scripts.

In fact, when you have and follow a scripted approach, you will be:

More confident during your pitch
You’ll be able to listen because you won’t be thinking up what you should say next
You’ll be able to qualify your leads to identify real buyers
Your presentations will run smoother because you’ll be engaging your prospects
Objections will be easier to deal with and overcome
You’ll make more sales and actually look forward to coming to work!

And many, many other benefits.

Bottom line: I’ve been training inside sales reps for over 30 years, and I know what works and what doesn’t. Scripts work – ad-libbing doesn’t. It’s that simple.

If you would like to know more, then book a flight to Chicago and join me next week. It would be good to see you!