Back on the phones? Don't get tripped up by common objections

More salespeople are back on the phones. Be ready for these common objections.

When prospecting on the phone you want to encourage some bit of dialogue. It's a mindset as well as what you say. But calls always carry some element of resistance.  Don't get tripped up. Be prepared to be spontaneous on the phone with these sample responses to the most common phone prospecting objections in our Encourage/Provide/Test framework:

"Not a good time"

• Encourage: I hear that, Jane. Our best clients are heads down on their internal client work. 
• Provide: When they do come up for air, they’re relying on me to keep them current on trends in the business and other insights. They’re finding our thought leadership helpful.
• Test/Segue: Can this be something we focus on at a better time? How best should I arrange a conversation? 

I don’t need another "rep" pitching me right now

• Encourage: Others have said the same thing—I actually don’t like the title because it doesn’t speak to what I do with clients.
• Provide: I actually don’t pitch anything since clients rely on me and my external partners for implementation support for their more sophisticated applications. They value having a go-to resource when they get to a sticking point.
• Test/Segue: I’d love some coaching from you; is this something we could take up when we find some time to speak? 

I don’t know your company well

• Encourage: We hear that from time to time, Ed. That’s partially why I’m in my role. 
• Provide: My company seamlessly connects clients to the technology they need with logistics support around the world. We are the approved partner for most of the Fortune 500 for this application. 
• Test/Segue: What trend or insights would you like access to that you don’t have right now?

I have what I need for now

• Encourage: I understand. The clients we work with are highly capable with sophisticated strategic plans. 
• Provide: While most of our clients know us for our tech, they’re interested to hear more about the services and consulting we deliver around the world.
• Test/Segue: I’d love some coaching from you; is this something we could take up when we find some time to speak? 

For more information give Bill Walton a call at 917-439-3271 or visit us at www.billwaltonsalestraining.com