Some cold call objections can be upsetting, and throw you off your game, says sales coach Gavin Ingham. Here are four you can turn into opportunities:
1. “I’m happy with my existing supplier.” Just because they are in an existing relationship does not mean that they don’t keep their eyes open for alternatives. Doing otherwise would be foolish. Try this: “Many people who are happy with their existing suppliers find it really useful to assess our approach, using it as a benchmark to ensure that they’re getting the best possible solutions from their existing suppliers.”
"Cold Calling: How to Nail the First 20 Seconds and Engage the Prospect"
2. “I’ve got no budget!” Budgets change depending on need. If what you offer is important enough, money will be reallocated from somewhere to pay for it. Encourage buyers to set aside the budget issue until you’ve had a conversation about their needs. Try, “At this point most of my competitors would ask you when you will have a budget and arrange to call you back then. However, I believe that business is built on relationships and I’d still like to come and see you.”
3. “Is this a sales call?” This objection is just an attempt to make you feel bad. For many salespeople this is tantamount to the client asking, “What’s this on my shoe?” Take a moment and calm yourself. Dealing with this is so simple: “Nope. I’m not selling today. Just introducing myself…”
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