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.”
BTW: A variation of this objection is anything along the lines of:
“We are okay with our present system.”
“We’ve already got a company that handles that.”
“We’re fine for right now.”
Here’s how to handle it:
“We’re all set”
“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…
“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…
“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”
“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.
“Got it. Let me ask you: the next time you arein 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.
“Understand, and let me ask you: When is your next buying season for this?”
Then keep the conversation going by asking additional qualifying questions.
“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.
“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!
“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…
“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…
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.