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

OBJECTION MASTERY

Here’s how you can handle the most common objections:

Prospect: Not at this time, not really in the market, too busy right now, still gathering information, stall or objection, other nonaffirmative responses.

Sales Pro: Your task here is to understand the verbalized objection (usually money or time), check for red flags, and make sure the prospect wants to meet (despite the objection) and sincerely wants to proceed with you.

Prospect: The timing isn’t right.

Sales Pro: “I certainly understand that your budget/time may be tight at the moment, but I also know that you really would like to [try this product, take advantage of this offer, use our service]. Is that right?”

Listen to their comments to decide if they are stalling or ...