This may sound like a hokey statement but there is truth to it. Read on to see how identifying the real root of a prospect’s objection – the truth – early on, can save you time, money and aggravation.
How many times have you had someone tell you they were interested but they need more information. Interested but they are not ready? Interested but they aren’t in the position to make the decision needed? Interested but they cannot afford it? Interested but, but, but.
Selling is a ‘No’ business – you know you will get No’s. Yet it is the ‘BUTS’ that can waste even more of your time and money. Stalls and objections are common in sales, and maybe never more so than now. My advice is to focus on cutting through the BUTS to get to the TRUTH.
If the truth IS that they need more information, ask them for their email address so you can send them a follow-up package. Ask them what services are of interest and make sure you have prepared materials to send. Set-up an appointment to review the information and then follow through.
If the truth is that they aren’t ready, ask them when they think they WILL need your services. Get out your schedules and set a date – be specific – pick a time, get it on their calendar.
If the truth is that they are not the decision maker, ask for names, numbers and an introduction to the correct person.
But if the truth is that they are just trying to blow you off without hurting your feelings, let them know that you would rather KNOW that now, than to waste more time.
Here is a sample of what you can say to get a truthful response:
“Gee,(or something similar, to soften the statement) oftentimes when I am asked/told this it is because the person is afraid to tell me that they really are not interested. I don’t know if this is the case here, but if it is, that is okay.” (at this point, be quiet and let them respond!).
If this is the case, let them know you appreciate the honesty, schedule a call back and move on. A NO is NOT NOW. Recycle them for future contact, perhaps 3 – 4 months. Things change and you want to be in front of them when they do. The truth will set you free – free to move on to your next prospect – moving you closer to a YES and a real sale!