Sometimes we complicate things and in the process of complicating, we zip right by the obvious.
Stephan Schiffman mentions a really cool technique in his book Cold Calling Techniques That Really Work. (affiliate link)
He mentions that one of the easiest things for us to say in response to a phone objection is simply “Why don’t we get together anyway?”
I love this for its simplicity and its effectiveness because lets face it, the first objection is generally an “auto eject”, that is, a default (and not necessarily true) objection designed to get us off their phone, as quickly as possible.
I’ve found that in using this and teaching this that it tends to throw the prospect off balance, long enough for you to stay in the game.
One other thing, my suggestion is that you don’t just say this and try some kind of silent close monkey style kung fu.
I would suggest that you say something afterwards to show the value of meeting with you such as . . .
“Why don’t we get together anyway. I have some ideas that would really speak to the work (name of their company) is doing (fill in the blank with an industry, a product, an initiative)
But you still can’t go silent yet, so put this nifty little bow on that bad boy . . .
Redirect towards a commitment . . .
“How’s your schedule looking for (fill in your favorite way of offering meeting options)?”
So there you have it . . .
The “Why Don’t We Get Together Anyway” Objection Buster
Stylish, elegant and really freakin simple!
Paul Castain trains sales forces and individuals to attain higher levels of awesome. For more information on how you can be called “Jedi” behind your back . . . click here
Love it! Thanks.
Lisa
accept
Paul A. Castain
Vice President, Jedi Mastery
Castain Training Systems
(631) 455 – 2455
https://yoursalesplaybook.com
________________________________
Thanks Lisa!
Hi Paul,
Gee, I haven’t thought about Stephen Shiffman for a while, think I’ll re-read some of his stuff. Very sensible. Here’s my question, the common response to that will be…”Let’s not get together because I don’t have an immediate need and my schedule is packed”. In your experience, is the “because I have other ideas that will be helpful to you…” response, an effective one?
Kind regards,
LA, aka JIT*
(*Jedi in Training)
LA I live in NY which is the home of “people with attitude” and I have never received that response.
I’ve had people who were still busy or wanted to stick with their vendor after I said it but I had nothing to lose by offering it.
I think the key is to have something of specific value to say after the “Why don’t we get together anyway” In this context, I would define “specific value” as something I can speak to based on my meticulous pre call planning.
Win some, lose some but at least I know I didn’t settle for their auto eject.
Thanks for stopping by LA!
Good points Paul – and I totally agree with “nothing to lose”…and of course, meticulous call planning.
I’ve been carrying Schiffman’s book around me and reading a few pages whenever I had time. I also thought that idea was brilliant, BUT I like the additional language that you added. Thanks!
Thanks Rita. I love that book and its a real easy and quick read!
I’ve been carrying Schiffman’s book around me and reading a few pages whenever I had time. I also thought that idea was brilliant, BUT I like the additional language that you added. Thanks!
Thanks Rita. I love that book and its a real easy and quick read!
LA I live in NY which is the home of “people with attitude” and I have never received that response.
I’ve had people who were still busy or wanted to stick with their vendor after I said it but I had nothing to lose by offering it.
I think the key is to have something of specific value to say after the “Why don’t we get together anyway” In this context, I would define “specific value” as something I can speak to based on my meticulous pre call planning.
Win some, lose some but at least I know I didn’t settle for their auto eject.
Thanks for stopping by LA!
Good points Paul – and I totally agree with “nothing to lose”…and of course, meticulous call planning.
Paul,
I really love Stephen Schiffman. Very few ever talk about him. That moves you WAY up the ladder in my book (as if you weren’t already TOPS).
But, let me submit that he reason this technique (“Why don’t we get together anyway?”) works isn’t because you take them off balance — the idea isn’t to take your prospect out of THEIR game, is it? Aren’t you on the same side?
It shows that you’re not just making phone calls to make phone calls. It shows that you’re actually interested in INVESTING in travel time and a conversation. As if you may REALLY have something of value to offer.
If you think YOU might have something intetesting to add, so might THEY!
I’m just sayin’. I like to keep myself on the SAME side of the table as the “prospect”. This seems to put me on the other side of the prospect. Maybe I’m reading it wrong 🙂
Thanks for your great insights!
Love,
The Irreverent Sales Girl
Worth a shot, makes them have to say “NO” twice…
Worth a shot, makes them have to say “NO” twice…
Paul,
I just ordered Stephan Schiffma’s book. I try to find a Nugget or two in every article, blog or book I read. Thanks for the tips!
Happy Easter Brochacho!
Larry
Paul,
I just ordered Stephan Schiffma’s book. I try to find a Nugget or two in every article, blog or book I read. Thanks for the tips!
Happy Easter Brochacho!
Larry
Paul,
Great transition to get to the next level with the customer.
New to your playbook, find it fantastic and look forward to learning from you and everyone else who is part of this playbook.
Thanks,
Jerry