Casual Comebacks for Common Objections
As I speak to sales prospects, I always remember that you only get one chance to make a first impression when telemarketing or cold calling. So as you talk to the gatekeeper strike up a good conversation and make her like you, that way she will not give you the run around when it comes to speaking to the person you want to reach.
I call it riding the wave and it may feel like it…..as you are sent from the office manager to the controller and then to the executive assistant of the person you need to speak to that has decision making authority. Along the way, you may receive all kind of excuses why you can’t speak with the correct person. I have highlighted a few below:
A. He is going into a meeting soon.
Answer: Sally I know he is busy. May I leave my number and he can call me sometime today, if not I will just call back tomorrow. Thank you.
B. I’m not interested now maybe you can get back to me.
Answer: Look Mr._____ I know you are skeptical. Why don’t we do this? Our Rep will be in your area this Thursday…Listen to what he has to say…If you like what he has to say we can move forward,…However
Mr.______If you do not like what our rep has to say; can we agree to just part as friends? Is that okay with you?.
C. I am already working with someone.
Answer: Great! How is that working for you?..Wonderful.I was just asking if our rep could come out to meet you and give you some free information
on how we can help you.Or if you need to make some changes in the future our name will be fresh in your mind.
D. Can you just send me a Email?
Answer: Why don’t I send information on our products to you via email and then we will have Harry follow-up with you to answer any questions you may have. Is this your current email address_______?
E. I do not want any high pressure salesman bothering me.
Answer: Our reps come out and do a free presentation because we would love to work with you or even just get your feed back about what you are currently using and how it’s working out for you.
F. I’m interested, How can you help me?
Answer: Our goal is to make you happy and what we will do is have our rep come out explain our program in more detail, so that you can pick the plan that works best for you. Would Tuesday at 10am be a good time or would Thursday at 10am be a better day?
Remember to take notes because closing a sale, generating a lead, or setting appointments is like putting a puzzle together; every piece has its place. It takes time. When a person says send a email or call me back this is the first step to building your sales pipeline of ways to contact these business prospects. Make each note in an organized fashion or in a calendar each day. Over time you will have built a nice size list of people to call. This is a good way of using that information to build a nice, steady stream of new business prospects.