Nugget #10 - Document every objection.

This nugget isn’t going to be a comprehensive guide to handling objections. I’ll share a few sprinkles, but this post will hammer being prepared.

When you hear an unexpected response on a sales call for the first time, it can be jarring.

Under the heat of a sales call, our brains can have a difficult time staying calm. We can get self conscious, over-think and become anxious.

Imagine you’re coaching a football team. On game day your opponent comes out in an elaborate new formation you have never seen. They execute a play you didn’t expect and scored on you. You’re slightly shocked.

Now imagine later in the season you have to play that same opponent again. This time you will have studied in depth that previously unexpected formation & play. You will be prepared.

Fool me once, shame on you. Fool me twice, shame on me. The cliche holds.

When you hear something for the first time, it won’t be the last time. When you are exposed to a new situation expect you will be seeing it again. Now it is your opportunity to learn and grow.

At the core there are really only five core objections in prospecting. I’ll list them below, followed with an example best practice response.

1. Not Now / Don’t have time

   1. Just to see if it even makes sense to stay in touch, can I share the reason for my call?

2. “Send me an email.”

   1. I can absolutely send you an email. What’s your best email address? note it What specifically would you like to see in that email? note it What else? note it  how about we do this. Let me go back, do some homework, put something together for you & we can review the information together. I’ll send you the info ahead of time before we talk. How does your calendar look next insert two dates?

3. “We have a solution for that.”

   1. Great, I figured you had something in place already. What do you like about what you’re using? note it that’s great, what else? note it ok, if you had a magic wand and can get one thing out of your solution that you’re not right now, what comes to mind? note it why is that important? note it ok thank you for sharing. If I told you our solution could give you everything you like about your current solution and can provide what you’re not getting today, would that be worth 45 minutes within the next week to discuss?

4. No budget.

   1. Oh I completely understand, I’m not looking to break out the check book here, just want to learn a bit more about what’s important to you so that when timings makes sense you have us in your back pocket. Worst case, we talk and share a few ideas that help you think through your situation. How do you feel about carving out some time with me later in the week to discuss?

5. No priority.

   1. Understood, just so I can make sure I’m only sharing information important to you, what are a few priorities you have today? 

For the most part every objection you get will be connected back to one of these situations. These responses may or may not work for you. It doesn’t matter, the point is to trial & error and figure out what does work for you!

The more you develop your best practices around how to address when they are stated by your client the better you can influence a positive outcome..

Final point: you are confident when you are prepared. If you know you can handle any scenario you will be faced with, you won’t subside to fear. In a prospecting or sales situation, confidence is a crucial weapon.