When it comes to phone objections, we focus way too much on the symptoms and NOT the cause.
The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today.
There are many things that increase the probability of a phone objection, here’s a partial list to help you raise your awareness;
You Have An AMAZING “TOURNIQUET” But You’re Calling Someone Who DOESN’T Have The Same URGENCY As Someone Who Is “Bleeding”!
You DIDN’T Give Them A Good Enough Reason To Hear You Out And/Or Meet With You
You Failed To Capture Their Interest
You Failed To Take Control Of The Call
You Took Too Much Control Of The Call Making Them Feel Subservient
You Said The Right Things But Your Delivery Sucked
You Came Across As Nervous And They (Subconsciously) Equated That With A Lack Of Confidence
You Hit Them With A “Pitch” Instead Of Creating A Dialogue
They Just Aren’t Familiar Enough With YOU and Your Company
You’ve Become A Pain In Their Ass With The Amount Of Calls, Emails Etc
They Are Simply Predisposed To Initially Reject People Trying To Sell Them Something
I want to explain this one a bit.
Most people are predisposed to be hesitant with sales reps, hence the “I’m just looking” when we are actually going to the store to buy something. We want to step back and proceed cautiously.
On a similar note, it might not be a trust thing, it might be a time thing, in that it’s just easier to use some “auto eject” objection to get a rep off their phone.
So there you have it . . .
A partial list of things that inspire objections.
Remember . . .
The best way to handle an objection is to;
Avoid getting one in the first place!
Super IMPORTANT . . .
We’re one week out from our How To AVOID and OVERCOME Phone Objections webinar and I don’t want you to miss out!
If you haven’t done so already, Click HERE to register otherwise;
Here’s what you’re going to miss;
- 30 ways to find potential clients who have a higher probability of needing what you sell, TODAY. Can you say “URGENCY”?
- 2 ways to get WARM Introductions.
- How to craft an objection resistant dialogue that gets their attention in the first 10 seconds.
- How to proactively prevent skepticism, doubt, resistance and, I might as well say it; OBJECTIONS!
- How to respond to typical objections like “Not interested/No need” “Have a supplier/Under contract” “Too busy”.
- How to respond to typical stalls, like “Call me back next month, next year, after the holidays, next millennium etc” “Send me your information” etc.
- A 3 step formula to help you regain control of your calls.
- 4 ways to beat nervousness and call reluctance.
Can’t make it on February 9th at 11:30 am EST? Sign up anyway to receive the webinar replay later that afternoon.
To learn more, please click HERE!
