Let’s face it — prospecting by phone is hard.
It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.), you’re going to get resistance.
And if you want to be successful at overcoming it, then you’d better be prepared with solid, scripted responses to things like: “We’re not interested,” and “Just email me something,” and “We’re already taken care of,” etc.
I guarantee your job (and life) will go a lot better if you do.
In my new book, “Power Phone Scripts,” I list over 500 word-for-word responses to these and many other objections, stalls, and resistance statements you get day in and day out.
To give you a sample, here are 5 of 10 ways I list in the book on how to handle the “We’re all set for right now” objection. Variations of this include:
“We are O.K. with our present system”
“We’ve already got a company that handles that”
“We’re fine for right now”
So here’s how you handle the “We’re all set” blow off or/and any of its variations:
“We’re all set”
“That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Let me ask you…”
Now get into your qualifying questions…
“Most companies I speak with are ‘all set’ and that’s why I’m reaching out to you now – I want to give you an option for the next time you’re in need of this. Let me ask you…”
Back to qualifying…
“No problem. Let me ask you: the next time you’re in need of this, what’s number one on your wish list?”
“I understand – I didn’t expect to catch you in the market right now. Instead, let me get an idea of your perfect profile, and then I’ll send you some information you can keep on file next time you need this…”
Now re-engage by asking a qualifying question.
“Got it. Let me ask you: the next time you are in need of this, are you the right person to speak to about it?”
If yes, then qualify them for that next time – especially asking about timeframe, budget, etc.
As you can see, if you have any one of the proven responses at your disposal when prospecting, you’ll be much more effective at getting the next level with your prospect – instead of getting turned down.
And wouldn’t you want that?
Brexit Vote: Pound and Market to Knee-Jerk React Before Rebounding
Where the Real Money Is in Your Book of Business
Socially Responsible Investing is Not a Simple Choice
4 Ways Busy Professionals Can Knock Out Stress
When Ghosting Is Just Wrong
What Does Your Online Presence Say About You?
5 Steps To Nail A Successful Second Act
How to Make Your Team More Strategic
Upcoming Macroeconomic Events: January, February 2019
Going Independent With $100 Million in Assets Under Management
Investments22 hours ago
It’s Early, But EM Bonds Are Rebounding
Research22 hours ago
Complacency Defined: The Case of the High-Yield Bond Market
FinTech22 hours ago
10 Top FinTech Trends for 2019
Markets2 days ago
Markets Feeling Uncertainty Over How Long the Government Shutdown Will Continue
Strategies2 days ago
The Current Market Is More Opportunity for the Bulls Than the Bears
Financial Podcasts2 days ago
Factors Currently Influencing Market Volatility
Research4 days ago
The New Challenge For Buy-And-Hold Investing
Advisor4 days ago
Top 10 Bold Stock Market Predictions for 2019