Prospecting over the phone can be difficult—gatekeepers shut you out, decision makers don’t want to talk to you, etc.—but it doesn’t have to be. I am going to give you a proven sales technique that will allow you to overcome many of the sales objections you are receiving now.
In fact, if you take a few days to memorize this programmed sales technique and then use it on each and every call for a week, you’ll be amazed at how much easier prospecting (or cold calling) becomes.
Before I give you this sales prospecting technique, let me tell you how you’ll use it. This technique will help you overcome objections from:
1) Guardians
2) Decision makers
3) Wizards
4) Influencers, etc.
And this technique will work with any of the following sales objections or sales pitches like:
1) We would not be interested
2) We already have a company that takes care of that
3) We are happy with who we are using
4) We won’t do anything until next quarter/year/never…
5) We do not accept unsolicited calls
6) I’ll have to check with my boss to see if we’re interested…
As you can see, the following proven sales technique will work with the most common and frustrating sales objections and sales rejections you’re receiving right now.
One last thing before I give you this proven sales script: This sales technique is meant to allow you to get around previous sales pitches and sales objections. The last thing you want to do is try to overcome these deadlocks or objections. Instead, your goal is to overcome this initial resistance and return to your ranking.
OK, here it is: whenever you get any of the sales objections or sales stalls above, just reply:
“That’s perfectly fine, and just know that I’m not trying to sell you anything today. Instead, I just want to provide you with a proven resource that you could use in the future if you ever find that you need it… (Choose one of the following that best suits the objection you are receiving):
• This product or service, or
• A new provider for different services, or
• To compare quotes and services with a different provider, or
• See what else is available to you, or
• In case you need to contact another person for any reason…
(And I’m sure you can think of a few of your own, right?)
And then go directly to a qualifying question, such as:
• “Let me ask you: how often do you use XYZ?” gold
• “When was the last time you checked…” or
• “How many quotes do you normally get when you need…?”
• “How do you get involved in…?”
Again, I’m sure you can raise other sales qualification questions here. The point is to A) circumvent the sales objection using the technique above, and then B) engage your prospect by asking a qualifying question.
If you master this technique, you’ll instantly avoid many of the sales objections and deadlocks you’re getting right now. Having a proven answer like this to handle the sales situations you find yourself in, time and time again, is what will change your prospecting experience and allow you to talk to more qualified and potential sales leads.
And this is what will lead to greater sales success. So, get to work: adapt the sales script and questions above to fit your selling situation, and use it—master it—over the next week. And then watch your meaningful sales conversations and sales results soar.
