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.