Sales tips for the aspiring rock star!

Thursday, March 19, 2009

Play #30 Handling An Objection Part Dos!



First and foremost, if you are new to my blog, please stop what you are doing and read the previous post

I’d like to offer you some generic responses that I have successfully used in response to generic objections.

The first thing I would like you to do is develop a reflex response of automatically saying “Why don’t we get together anyway”

The point of the statement is to help you move past the prospect’s auto objection to get you off the phone. It also buys you a few seconds to think how the hell you are going to respond if you are a dumb ass and don’t have 3 responses to each common objection.

One caveat: use your head when you use this. One size doesn’t fit all, but this one can and will throw a prospect off balance.

You can use this as a stand alone rebuttal or you can use it to segue into most of the following responses:

Upside/Down: This is when you give them the upside and downside of taking a meeting with you. Let’s say someone just told me they already have a vendor. I’m going to start with “(name of prospect) Why don’t we get together anyway. The upside is that I have a few ideas that can impact your business, the downside (pause) other than a few minutes of your time, I can’t really think of one”

That’s Exactly Why: Let’s say someone says “Would love to meet with you Ruth, but I’m really swamped” You (after correcting them on your name) “(name of prospect) That’s exactly why we should get together. I have some thoughts that could save you lots of time”

Monopoly of Ideas: I use this one for all the variations of I have a vendor, all set, under contract, the cross dresser up the road does our work etc. I simply say “(name of prospect) Why don’t we get together anyway. After all, nobody has a monopoly on good ideas, and I’d like to think I have a few that could help you and your team.”

Compliment/Augment: “(name of prospect) I really appreciate your loyalty. I have a few ideas that could compliment/augment what you are doing now”

Whatever you do, make sure you don’t use the word “but” in your response. The word “but” negates everything you said prior to it. You know, like “Teddy, you are a righteous dude, but . . .” “Rody, you run a kick ass Leadership program, but . . .”
The same thing goes for “however” “However” is simply a but with a nicer looking ass.

Think I’m kidding about those two words? Try the following experiment. Go over to someone you know and start off like you are agreeing with them and use one of those words. See the “oh shit” look in their eyes and shift in body language? That’s French for you just conditioned me to put my guard up, A-Hole!

Remember, once you answer an objection, don’t wait for them to take another swing at you. Immediately redirect the conversation towards a commitment by saying “(name of prospect) Why don’t we do this, let’s set aside 30 minutes next week to brainstorm some ideas. Are mornings or afternoons better for you?”

I have some very specific responses to certain objections such as “Not Interested” and “send literature” that I will share with you once we know each other better. My fear is that if I give it all up to you on the first date, you won’t call me again or even leave cab fare for me on the night table.

This Jedi ain’t that easy!

Try these new responses on for size. Make a few extra calls today and remember someone out there right now has had it with their vendor. Our job is to find them! Check this out for some added inspiration! http://salesplaybook.blogspot.com/2009/01/play-8-how-to-avoid-case-of-mondays.html

Castain respectfully salutes his followers with the ceremonial rock horns and leaves his blog with “Crazy Train” cranked to 11 on the house PA!

1 comment:

  1. Thanks for publicly addressing "but" and "however".

    I like Ozzy but however 11 is more Spinal Tap.

    Have an awesome day!

    ReplyDelete

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Paul Castain is the Vice President of Sales Development for Consolidated Graphics (CGX) one of North America’s leading general commercial printing companies. Paul has over 25 years of sales and sales leadership experience. He has trained, mentored and coached over 3,000 sales and sales leadership professionals. An accomplished public speaker, Paul has delivered numerous key note addresses. He has authored numerous training manuals, articles, blog posts and is currently working on his first book for release in 2011. Feel free to email Paul ctstrainer@yahoo.com. This has been a paid announcement by the friends of Paul Castain!

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Paul Castain's Sales Play Book is blog dedicated to strengthening our sales game, supporting rock star development and developing jedi like skills. All that is required is a willingness to learn and a sick sense of humor!

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