Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

OBJECTION RESPONSES

Here’s how to respond to a prospect’s objections:

Not interested or the no budget objection. Focus your response to this type of objection on the benefits your product or service provides. Mention another customer who at first didn’t have an interest but after he saw a product demo realized that he really needed the XYZ benefit your company provides and/or could not afford not to forgo it.

Happy enough now: the don’t rock the boat objection. If your prospect is using someone or something else now, focus your response on how your product or service complements the product or service or alternative method she currently uses. Mention another customer who uses you along with the other product or service or alternative method. ...