One of the biggest challenges faced by sales people is to get your prospects, who are busy people, to see the value in working with you – a person/company that they may have never heard of. On your average cold call, once you have the prospect’s attention, the next step is to overcome the most common initial objections. An even better strategy, though, is to do everything you can to prevent objections from coming up in the first place.
If you encounter the objection that your prospect is too busy or doesn’t have a budget for your offering, the deeper implication is that they just don’t see the value of your product or service and therefore don’t see a reason to make time to hear about it. You can avoid this objection by beginning every communication with a buyer-centric value proposition. This process is all about the prospect, not you or your business, so make sure your prospect knows how you can solve a problem they’re experiencing or make their life easier right off the bat, and emphasize a respect for their time and that you won’t take much of it.
Next, make sure you don’t jump the gun and ask for the purchase right away. Your prospect is most likely not ready to discuss buying right now. This is an initial conversation, not a closing call, and you’ll lose them if you try to push the sale too soon. In your initial conversations, you’re not selling your product; you’re selling the next step in the sales process.
Of course, you will still encounter objections from your prospects. Some, like “we don’t have a budget for this” or “just send me some information” may be due to lack of knowledge about your offering. Those can often be overcome by respectfully questioning the prospect to uncover the reason at the heart of the objection and further explaining your value. But it’s still always important to keep in mind that there does come a time when no means no. A very large part of being a successful sales person lies in knowing when to move on.
We incorporate these principles into our email messaging to set you and your team up for success in every initial call. Drop us a line and let’s talk about how we can help you avoid frustration.