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Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results.
This is the Objections module and it focuses on helping you with getting around objections that you will face while prospecting.
Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.
Before we get into the tactics, I want to just talk about why this is such an important area. Spending some time in this area is critical to consistently being successful. And the more exciting way to put that, by spending some time in this area, you will see an immediate improvement in results and performance. Let me explain why. First, there is some bad news and that is that you are likely to face some sort of objections on just about every call that you make. Either right when the prospect answers or after talking for a little while. If you are not prepared for those, you will likely struggle and have very inconsistent results. The good new against that is that there are really only around 10 objections that you will consistently run up against. With that being such a low number, you can easily list those out and prepare responses ahead of time and then being armed with those ready when you pick up the phone, you will see a drastic improvement in performance. One of the key things to be aware of here, is that cold calling can be very challenging mentally. You are calling a somewhat hostile environment by calling people that are not expecting your call and do not want to talk to you. With that you face objections and sometimes rejection. This can wear on a person mentally. But the great thing here is that by simply improving your ability to handle objections, you not only improve the calls that you make, but you feel better mentally by being more in control and more ready and that can help to improve your confidence and mental stamina and fortitude, and that can sometimes be the difference in being successful long-term.
Now that we know what objections to expect, what are our options when the come up? Well, we have basically three primary options. We can comply with the objection, we can try to overcome the objection, or we can redirect the objection. Let’s go through each option in a little more detail.
To comply is basically to go along with and give in to the objection that the prospect is giving. For example, if a prospect were to say, “I am not interested”, to respond by complying would be to say “OK, have a nice day.” Obviously, this weakest response and option that you have. If you complied with every objection that you encountered, you would have minimal to no results. With that, only use the option of complying as a last resort. And even though complying is the weakest response, at some point, you do need to comply. This is when there is either nothing you can do to get around it or change the prospect’s mind, or sometimes it may cause too much damage to persist forward without complying. So how do you know when to comply? One rule of thumb is to try to deal with an objection another way two or three times. And if the objection is still there, go ahead and comply.
Looking at the option to try to overcome the objection, this is to face the objection head on and try to defuse it or change the prospect’s mind. For example, if the prospect says “I am not interested”, to try to overcome this is to try to make the prospect interested, with something like “OK, but we also have the auto tuning feature and we are the global leader doing this for 30 years.” Basically trying to give more information in that example that changes the prospect’s mind to being interested. The main thing about the option to overcome an objection is that there is a time and place for this approach. And a cold call is often not the best place to use this approach. There are some very clear reasons why and those are that to overcome an objection is to essentially change someone’s mind and that is a very difficult thing to do. Not only is that tough, but it is also time consuming, and a cold call really does not provide time and forum available to take that on. Lastly, when you taken on an objection, you bring attention to it, and this can give it more life and energy. When you get to the meeting or appointment that is scheduled by the cold call, that is where you want to face and try to overcome objections, and some tactics to use are Isolate, then get to the root and Feel Felt Found. Even though cold calling might not be the best time to use those tactics, we will still talk about them here in a little more detail.
Sales Prospecting 101 - Module 5: Objections
Dealing with Objections
What are Objections
• A prospect’s best weapon
– Mini stop signs
– Used to take control of the call and take it in
a direction of their choosing
• Common Objections:
– I am busy right now.
– Who are you with?
– What is this in regards to?
– I am not interested.
– Just send me some information.
– We already use somebody.
– We are not looking to make a change right now.
– We do not have budget/money to spend.
Why this Step is Critical
• Bad news:
– Face on just about every cold call
• Good news:
– There are only around 10 objections that we will consistently
– By simply preparing for those, we can see an immediate
improvement in performance
– Improve mental fortitude
• To give in to the objection
Prospect: “I am not interested”
Caller: “OK, have a nice day.”
• Weakest response - only use as a last resort
• At some point, we have to comply
• Rule of thumb: Comply after two to three other attempts
• To defuse the objection
Prospect: “I am not interested”
Caller: “OK, but we also have the auto tuning feature and are the global leader doing this
for 30 years.”
• Downside to trying to overcome:
– Very challenging to change someone’s mind
– Can be time consuming
– Can give life to the objection
• Tactics: (not recommended during cold calling)
– Isolate, then get to the root
– Feel, felt, found
There are 27 minutes and 15 slides remaining
in this training module.
You can watch the remainder of this as well as
the rest of our Sales Prospecting 101 training
modules inside SalesScripter for no cost with a
• Sales Messaging Workshop
• How to Communicate Value to Build Interest
• How to Use Prospect Pain to Generate Leads
• Focusing on the Ideal Prospect
• How to Effectively Qualify Prospects
• How to Deal with Prospect Objections
• How to Get Around the Gatekeeper
• Building Rapport, Interest, and Credibility
• Lead GenerationTools and Processes
• Improving Your Ability to Connect with Prospects
• Improving Your Mental Strength and Frame of Mind
• How to Effectively Manage Sales Cycles
• How to Manage Prospect Meetings
• How to Get Prospects to Say “Yes” by Disqualifying Them
• Improving Your Close Rate
• How to Build Email Drip Campaigns
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