Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on quite a few cold calls.
While these reps faced objections and stalls of ever variety, THE Number One Objection They Faced Was;
“Sorry, not interested!”
And that brings us to THE Most Popular Response To That;
“OK. Thank you for your time”
When I’ve inquired as to why they didn’t even try to offer a response to that, here’s what I heard;
“I really don’t know what to say to that one”
“It’s pointless to pursue that one because they just told you they DIDN’T have any interest”
“I didn’t want to piss off the person on the other end of the phone”.
So the common response to the most common phone objection is to basically “tap out” and give up on that call.
And then there’s this typical stall;
“Call me back after the holidays”
Once again, the average rep accepts this one, unconditionally, without ever offering a response.
Forgive me for being the optimist here, but;
What would happen if . . .
A) You had complete clarity as to what you were saying (and how you were saying it) that might have contributed to the objection?
B) You crafted more of an objection resistant opening statement? You do know that’s THE best way to handle an objection, right?
C) You had an actual response instead of tapping out? Oh, and your response didn’t sound like some garbage they were spewing in Wolf Of Wall Street?
Do you think you would be able to get in front of MORE opportunities?
I put together a FREE worksheet to help you craft responses to YOUR most typical responses and you can download it HERE.
I would also recommend that you join us this Friday, November 16th, at 11:30 am EST for our Objection Buster Webinar.
We’re going to attack phone objections and stalls from two important perspectives.
- What you can say and do on the front end to dramatically reduce the amount of phone objections you’ve been getting.
- How to respond to phone objections more effectively.
Here’s what I’m going to share;
- 5 Ways To “Soften The Target” BEFORE You Make The Call.
- How To Warm Up and How To Conduct A “Warm Up” Call.
- 3 Ways To Perfect Your “Pitch”.
- What You MUST Say In The First 8 Seconds Of Your Call.
- How To Use The Preemptive Strike Tactic To Neutralize Objections.
- How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
- The 3 Step “Objection Buster” Formula.
- How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
- How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
- An Exercise That Will Triple Your Responses To Typical Objections.
When?
This Friday, November 16th, at 11:30 am EST.
Can’t make it?
Sign up anyway and you’ll receive the webinar replay and all the resources listed below.
What’s Included?
(1) 90 Minute Webinar With Mucho Actionable Tips
Worksheets
Webinar Replay
Cold Call Template
7 Objection Buster Templates
How Much?
$99
