Overcome common sales objections that frequently arise on your sales appointment cold calls using techniques that have already proven successful for working professionals like you.
The sales skills training on this page will give you techniques and ideas to deal with cold calling objections and gain more opportunities to meet prospects and close sales.
The techniques have been used by my sales and appointment making teams and are already proven to work.
I hope the training will also reframe the way you view dealing with objections on sales appointment calls.
These objections are very different to objections you get when selling and I always train my teams to approach them in different way.
The focus of this page is on objections that you get in the latter stages of your appointment call, as you are close to gaining agreement to a meeting, not the early smoke screen objections that prospect’s use at the Introduction Stage as an excuse not to talk to you.
Let’s start with the first of our common sales objection and the techniques for overcoming or getting past it...
Here are some of the most common sales objections that sales people, and tele-appointment callers face, and ideas for overcoming and getting past them.
When handling these and other obstacles that come up in your cold calls, remember that your objective is to gain agreement to an appointment.
You don’t have to answer every objection if instead you can go around it, or even better if you can use the objection as a reason why the prospect should meet with you.
You might not see this as a common sales objection but it can stop your cold call and lead you to not getting an appointment.
Consciously decide how far into the sales process you want to go on your appointment calls, and at what point would your call move from being an appointment call to a telesales call.
Can you sell your products on the phone, if so that’s great go for the sale, or will you get better results by meeting with the prospect.
One suggestion I would make is that if price is not a main benefit or selling point you will want to meet with the prospect so that you can use a structured sales process to present the value of what you sell.
If you are making sales appointments for someone else, then you probably don't want to get into the sale process or discuss prices on the phone.
Have a list of reasons ready as to why you cannot give a price on the phone and why you have to meet with the buyer.
Here are some examples:
A site survey of the building or grounds is required.
You want to demonstrate the product.
You need a lot more information to present the best proposal to the prospect.
Handle common sales objections on appointments so that you get around the price question and gain the appointment. You don't have to answer all of their price questions fully. If you can get around them, or put them on hold until the appointment, you have achieved your goal.
Where in your appointment call you get this common sales objection is important.
If it’s very early in the call, before you have asked for an appointment, it may well be a smoke screen objection which means the prospect wants to get off the call.
There is a link to
sales training on preventing smoke screen objections near the end of this page.
If you get the objection later in the call, as you get
close to asking for an appointment, it is a real objection and can be overcome.
Is the Prospect Really Too Busy?
When a prospect says they are too busy to meet with you they usually mean that, from their viewpoint, you haven’t made meeting with you sound important enough for them to give you their precious time.
If you had grabbed their attention with potential benefits they may gain they are more likely to say they are too busy to meet this week, or this month, which leaves the door open for you to arrange an appointment after their busy period.
To prevent these common objections build more and better potential benefits into the early stages of your appointment call. You can see training on how to do that at Cold Call Script...
Overcoming this Objection
To overcome this objection on a call I recommend a direct
question to find out if they really are busy, or do they not see the opportunity
I would ask the prospect if they see the potential benefit and if they were not as busy would they meet up.
If they say yes then
you can work on finding a way to find a time to meet, maybe out of normal
hours, early morning, weekends, or take them for lunch.
If they admit they are not really interested then at least you know the position and you can attempt to turn it around by giving another potential benefit that will tempt the prospect to meet with you.
Most prospects will already have a supplier unless they are setting up a new business or new process.
So unless you have a unique new product you will win most of your business from a competitor.
Handling this common sales objection is done by offering to show them what you can supply so they can compare your proposal to what they have now. Only then are they in a position to make a decision on future purchases.
It’s really important to remember that you are not trying to sell to them, you are offering your time to give them knowledge and information so they can then make a decision.
Gaining a sales appointment is the objective. Selling your product is done at the appointment. Don't try and compete with the competition on the sales appointment call.
Suggested Ways to Overcome this Objection:
Respond by letting the prospect know that most of your current customers had a supplier before they came to you.
After seeing what you could offer, or trialling your products, they made a decision to buy from you.
I also like the approach of using a sales appointment with you as a way of comparing, and value or price checking, their current supply against your offer. This costs them nothing and again you’re providing free information that could be of benefit to them.
You can use the fact that they already have a supplier as the reason you’re calling and the reason they should meet with you. You’re calling because many businesses, just like theirs, continue using the same old supplier and miss out on better deals offered by companies like yours.
The techniques above can be used for more than just the common sales objections we have discussed.
The techniques can be used on other objections, just use the same principles, here’s a summary of the training on this page to get you started:
The objective is to gain a sales appointment.
You should not go into a sales pitch, or discuss price, unless you decide that's the right action.
Most of your new customers will already have a supplier.
You are prepared to give your time to show the prospect what you can offer and then they can make a decision, whereas now they don’t have enough information even to say no.
You can overcome many objections similar to, ‘I’m too busy to meet with you,’ by using benefits to make potential gains more important.
Use reasons why prospects should meet with you to get
Reasons you can use:
So the prospect can compare their current package to your proposal.
Price or value comparison.
To gain free information and knowledge.
And the best approach of all: To see what you can offer them so that they are then in a position to make a decision on whether to buy from you.
Sometimes when you try to use training on making sales appointments it can feel confusing and too much to take in and put into practice.
My sales teams sometimes felt overwhelmed and didn’t know where to start to make improvements. I found that my sales teams needed a step by step guide to follow to use the techniques.
I created a training course that gave them that guide.
They followed the steps and made smooth flowing sales appointment calls that started with a brief Introduction.
Then qualified prospects as potential customers, and overcame objections to gain agreement to a sales appointment.
You can now have that same training course to use for yourself or to present to your sales teams. Learn more by clicking the image or go to Sales Appointments...
Home > Appointment Setting > Common Objections
Learn how to build your own sales appointment call script
Already proven to work by the sales teams I’ve managed and trained.
Step by step instructions so you can put this training into action today
Complete exercise program to build your appointment call in your own words.
Use for your own personal training.
Present to your teams, comes with Power Point slides and separate exercise workbook.
Enjoy making professional cold calls with confidence.
Fill your diary with selling opportunities.
See the professional sales appointment workbook training course training course that I use with the teams I manage and train.
See more information information by clicking the image above or open Appointment Cold Calling...
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