HANDLING COLD CALLING OBJECTIONS

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From: Marks Motivation Mail [motivation@chattertonworld.com]
Sent: Saturday, April 03, 2010 5:30 AM
To: ;
Subject: HANDLING COLD CALLING OBJECTIONS

SALES TRAINING TIPS FOR HANDLING COLD CALLING OBJECTIONS

"I use someone else!"

This is a very common objection and one which salespeople and
business owners can get very upset about. What they often hear in
their heads is, "So I have no need for you!"

Try replacing that self-talk with, "Yes, and?" Obviously, you're
not going to say that out loud but that's what you need to think
to yourself!

Clients change suppliers all of the time. Clients moan about their
suppliers all of the time. Clients have problems and challenges
with their suppliers all of the time. Most clients are not totally
happy with their existing suppliers. So this "objection" is
actually an invite...

Try, "That's great John and I am not asking you to change now,
merely have a look at what we do. Problem is, I'm really busy at
the moment and I won't be able to come and see you for at least…"

"I'm happy with my existing supplier!"

Yeah, righto! That old chestnut. They might be happy, but they
more than likely aren't. Either way, it makes no odds to a sales
superstar. You do not want to displace the existing supplier
anyway. Not yet and not at this stage.

You haven't even decided if you want to work with this client
yet so how can they make an informed decision about you and your
services?

All good companies stay abreast of what's going on in the
marketplace. Just because they are in an existing supplier
relationship does not mean that they don't keep their eyes open
for alternatives and back-ups. Doing otherwise would be foolish.

Try,

"Many of my clients were happy with their existing suppliers when
I first spoke to them and they found it really useful to assess
our approach, using it as a benchmark to ensure that they were
getting the best possible solutions from their existing suppliers."

"I've got no budget!"

This is probably a lie. How can a client know if they have a
budget before they speak to you? In any case, budget for what?
You haven't even had a conversation yet.

Try,

"At this point most of my competitors would ask you when you
will have a budget and arrange to call you back then, however,
I believe that business is built on relationships and I'd still
like to come and see you now. How's your diary looking…?"

"Is this a sales call?"

This objection is just an attempt to make you feel bad. For many
salespeople this is tantamount to the client asking, "Are you
the s*** on my shoe?"

Don't fan small flames. Take a moment and calm yourself. Dealing
with this is so simple, "No, the reason for my call is to
introduce myself…"

Have fun learning to improve your objection handling this week and
see how you many more meaningful conversations you can have with
your clients.