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The Sales Buzz Issue 235 - 3 Appointment Objections – Why we get them
August 26, 2014

3 Sales Appointment Objections
Why we get them

There are 3 sales appointment objections that you will have come across when making appointments by telephone that you could prevent with small changes to your calls.

Larn the cause of these 3 reasons for prospects rejecting your proposal for a meeting.

Then you will be able to prevent a large number of them and get in front of more buyers.

The negative responses that you often get in the early part of your cold calls are usually a smoke screen.

They are not real.

They're just quick reaction from a customer that wants to get you off the phone.

There is one major reason for these smoke screen objections and that is:

You haven’t grabbed the customer’s attention.

When you cold call a prospect they make a decision in the first few seconds of the call on whether talking to you is more important than what they were doing when you called. This is true both for B2B and Direct Sales prospects. (Direct Sales is where you sell directly to the public.) Other negative thoughts from the prospect in those important early seconds can be:

  • Another person trying to sell me something.
  • I don’t want to have to make a decision.
  • I don’t understand what they want.
  • Will this take long.

And all of the above can cause the prospect to raise a smoke screen objection just to get you off the phone.

Why smoke screen objections are difficult to overcome

What makes smoke screen appointment objections difficult to overcome is that they are not objections to your product, they’re not even real.

If a prospect objects to the price of your product, or the colour, you can attempt to overcome it with logical answers and alternative suggestions. But when a prospect says, ‘They’re too busy to talk,’ or they are just, ‘Not interested,’ how can you overcome that.

I have head telesales callers respond to the, ‘Not interested,’ cold call objection by asking what the prospect is not interested in, or by telling the prospect that they don’t yet know enough about the reason for the call to make that decision. You won’t be surprised to learn that neither of these responses was successful.

There are 3 sales appointment objections that are common across many marketplaces and industries:

1. I’m too busy to talk right now

This can take the form of, I’m too busy call back, I’m washing my hair, bathing the dog, or on my way out. They all mean the same, the prospect has listened to your appointment call introduction and you haven’t grabbed their attention or their interest.

2. I’m not interested

Same as above, but at least this time they are telling you that you haven’t said anything in your introduction that has made them interested.

3. We’ve already got one

This appointment objection can take the form of: My brother in law does that for us, we have a supplier already that does that, or there is nothing wrong with the machine we have. The real reason they have objected is that they haven’t heard anything that makes them believe you could offer a benefit for them compared to whatever it is that they do now. You could have the best priced, most effective, whizzy bit of kit on the planet, but if you don’t find a way to get communicate a benefit to your prospect in the first few sentences of your cold call you will not get to meet with them and get the opportunity to close a sale. You will get one of the 3 appointment objections above.

How do you overcome the 3 sales appointment objections

The answer is you don’t. The prospect is using a smoke screen that hides the real objection. The action you need to take is to prevent the objection by having a stunning appointment setting call introduction that includes potential benefits for the customer that make them want to hear more.

How do you create this stunning introduction to your cold calls and prevent the 3 sales appointment objections, see this free sales training on Appointment Call Introductions...

I'm Stephen Craine from the website

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