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    Cold Call Objection Handling Templates

    Saturday, July 21st, 2018

    new blog post heading

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    Here is a great short objection handler to use when booking meetings & audits

    True story, Let’s call her Jane she is selling $100,000.00 – $500,000.00 LED Retrofits of huge warehouse’s and facilities. This business has a 30% net profit margin …so there is significant commission in this industry

    I witnessed Jane use this objection handler 3 X . She Booked the meeting right in front of me . Then met the client and earned over $ 450,000.00 in sales deal flow with prospects who said “ Were Not Interested “ initially

    Great objection handler for  “We’re not interested”

    That’s perfectly OK, and just know that I am not trying to sell anything today. Instead I just want to provide you with a proven resource you might be able to use down the road should you find you ever need :

    –An LED retrofit of your facility to save 80% off your monthly utility bills, give your warehouse 10 times better lighting and reduce the carbon footprint

    Or to compare quotes and services with a different “best practice” all in one LED provider

    I understand you’re not interested right now or working with someone else , BUT … I would still like to Meet you and introduce myself and drop off some information, brochures and pricing
    to you

    Hey …How does your calendar look for Friday @ ________ or Tuesday
    @ ______ ? 

    Click to hear Audio of Live call

    Business to business cold calling for appointments and meetings is brutally hard. We are doing interrupter marketing, calling people that are not expecting our calls and completely interrupting their train of thought, what they are doing , functions and tasks

    Your timing, the Value you deliver, your Research and your Name drops will immediately Blow away any push-back or objection”

    It really is a numbers game

    If you have a good researched list with 3 to 5 name drops and internal credible referrals, a good core message, and you’re confident and certain in your tonality and tempo —  you’ve got a 50% chance

    You have to be able to truly understand your prospect and target

    You have to understand the pain that they could be experiencing

    And truly believe that your solution consultant that pain

    And express that confidence and certainty in 20 to 42 seconds  on the phone

    But one thing for certain we as sales professionals have the upper hand because we can predict exactly what they’re going to say before they say it

    Conditioned response

     Just like a bug , a Mosquito lands on your arm … it would be totally reasonable to swat it off you

    mosquito-biting-hand-main

     

    This is what your prospect is doing …

    These happen generally in the first 10 to 20 seconds of the call. Pushback, we’re not interested, we’re fine with what we have, we’re working with so and so

    You have to understand that 100% of the prospects and targets couldn’t care less about the core message

    Prepare to be the best but expect the worst on every single call

    If you prepare to be the best and expect the worst… then you’ll be able to block and counter punch the conditioned responses within the first 20 to 40 seconds

    preparation

    Some of the tools we use to get “ICR’s” (  Internal Credible Referrals and name drops are
    https://hunter.io/search Email Hunter -the best free resource to get

    All of the email addresses and names of top decision makers in any company

    == https://connect.data.com/home –   This is a crowd sourced database with over 70 Million records . Its been sourced by 200,000 sales professionals and its FREE

    == https://www.linkedin.com  – Linkedin is a great source to get the names of people in their inner circle

    Why is this good ? And why the hassle of all this waste of time researching you’re thinking ?

    You can use their “Trigger Events ‘ that are going on in your – Opening statement – In an Email to them – In a Voice mail to them

    Example

    who you know

    I used to just call the lowest level person in the department I’m going after. And then I would just shoot the breeze with this person and go oh what’s the weather like over there, what city are you in ? cool ,never been there , here it’s beautiful, your part of the _____________team is that right ?

    Excellent and Jimmy Jones he would be the chief operating officer right, and he would take care of the reviewing and evaluation of their __________

    Then I would ask the Gent , if you could improve, change or alter anything with regards ___________, what would be on your Dream Wish List ?

    Oh hi Jim I was talking with Kathy and your name came up as the resident expert in authority I need to talk to you, did I catch you at a good time can you talk for a brief moment?”

    Oh hi Jim, Murray here I was doing some research on your School District and I was talking with Kathy which led me to a Bill and they both seem to agree that you were the resident expert I need to talk to, did I catch you at a good time can you talk for a bit moment? “

    oh hi Bill it’s Murray here , I have been bouncing around between a bunch of your peer group and colleagues over there I was trying to reach Kathy, and then that led me to Bill and then to James and I see you’re the director of Communications over there — would you be the right point of contact who would take care of Communications & Parent / Teacher communications

     Oh Hi Jim , I just got off the phone with James and we were talking about some of the Gaps he’s been experiencing with ____________ and he mentioned that you’d be the best point of contact regarding ____________ ,

    Do you have a focus or attention in this area ?”

    The Permission based referral Decision Maker method :

    permission based flow

    Here are some Conditioned Response templates to use in the 1st 20 – 40 seconds of any Push-back

    Preparation & Anticipating rejection…

    • Agree with him say whatever he said and feed it back to him.
      1. That’s totally cool
      2. That’s not a problem …
      3. Not a problem at all…
      4. You’re absolutely right

    I have had other people in the home building industry in Hamilton say the same thing — say this before. Probably 98% of our clients all had other systems/ crm solutions in place when we first me them

    • Group them together with others

    ”As I said, we’ve been servicing real estate home-builders and Agencies for over 17 years and have 400 clients in n America.. for nearly 17 years and have had 1,000’s of people say the same thing, that they were happy with their present setup, some had paper , pens and excel and that’s great

    …So I totally know where you’re coming from

    ‘ We’ve had 400 companies like yours put their reservations aside for 9 minutes and were totally blown away and have been clients for years’

    (You need to validate what they are saying so they feel that you are listening to them)

    “I totally understand –why would anyone consider this if there weren’t a rock solid viable alternative?

    ‘ the 5 other customers we have in your area , such as___________ and
    ________________ when we met them they were all using another solution.

    • Seduce and entice them with better results/benefits and ..

    Many other [industry] members are open to getting some new innovative ideas that would allow them to –Do More with Less and feel it’s important to stay ahead of the curve and keep their ear to the ground on new technology regarding CRM solutions and Automated email technology changes so fast ,,, if you’ve been using a crm for 3- 5 years now , there’s major breakthroughs in features and functionality that were not available at that time ,not even invented –such as

                 Distract & Refocus on New Possibilities.
    You made it very clear that you’re happy with your present set up and that’s cool …If down the line in the future …

    … If you found out from a fact or from someone you respected or admired and they said you could improve efficiencies and reduce costs… and monster benefit  1, 2 , 3

    • Might that change your opinion slightly?
    • I’m just wondering if you suspended your judgment or perspective for just a brief moment and found out for a fact that our “Solution” could compliment and augment what you’re doing/using a

     

    Preparation, Anticipation -Killer Counter Punch –Secrets to superb Cold Calling

    Friday, May 3rd, 2013

    Click to hear audio
    This is like my 4th demo booked selling GPS tracking systems –in about 1.5 hours .. so I’m a bit cocky on this VERY, COMPETITIVE call- What you should notice is how prepared I am and Expecting the Push-back and … ready for it.
    ________________________

     So all you have to do to be a ‘Ninja’ Master at blocking and counter punching Objections is to;
    ______________________

    — Be Prepared , know what the main 3 push-backs , stalls , fears , doubts or concerns are –Up Front –know that will get 1 or all 4 of those on every call
    _______________________
    — What are you going to do about it ?
    _____________________

    — What can you say to shift or change the prospects perception about your product or services ?

    Click to hear audio
    Here is another fun competitive rally

    # 1 KEY to Overcoming & Diffusing every B2B Objection that comes up.

    Saturday, April 27th, 2013

    Murray Warren from Bowen Island writes –Having built, designed and managed over 392 pro-active Outbound Telesales / Lead Generation , New Business Development departments in over 47 different industries , of which over182 have been technology based, spanning 17 years– — I have run into every objection on the Planet Earth

    I’m all about diffusing the pressure and building trust with prospects over the phone

    Every company I have consulted with has a D. R. A. B a dominant reason to avoid buying — You have to know WHY they are objecting to your core business offering ?

    What are your companies 3 objections and/or stalls you get all the time ?

    1) ____________________________________

    2) ____________________________________

    3) ____________________________________

    For example , let’s say they “are happy with what they are presently using ”

    — What is their perception of being happy ?

    This is the ‘Permission based B2B Telesales
    Appointment Setting Formula
    I use and train and coach my clients

    1) AGREE with them

    — You’re absolutely right

    — That’s not a problem at all

    –That’s totally cool that you don’t want to explore what we do

    2) VALIDATE What they just said

    — So as I understand it –you have a great solution / system in place and you don’t see any reason to explore or learn what’s ahead of the curve in _________ ?

    Is that right ?

    –Would that be an accurate snapshot ?

    — That makes total sense, I mean why would you without any concrete numbers to compare or review I totally understand you responding that way -if there is no reason to switch or change?

    3) DIFFUSE the PRESSURE

    — Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match ay all –I don’t want to claim we have some miracle cure

    ( I would need my day in court to prove that )

    Sidebar — Just by Validating their objection and diffusing the pressure here makes you 95% different than all of the other jockeys that have been there before –Purchasers have heard it all before –You have to be authentic and genuine –this makes them feel that you CARE

    4) GROUP Them together with all of the other people in their / TRIBE--PEER GROUP that initially felt the same way.

    Sidebar — This is where your ‘Natural Vibing and Customer Story-Telling really comes in

    Just like the best actors Sean Penn, Pacino, Deniro , Jolie they have read their script 400X and have it down –They have their script so natural and smooth

    Sorry , for the rant –I’m just passionate .Anyways , you need to develop your rebuttal/ comeback stories

    Find stories to tell like this A customer like you who was very skeptical and indifferent about getting
    involved ..and had the same initial fears , doubts and concerns as you do , took a leap of faith and now are raking it in ..

    Say this — ” Honestly I wouldn’t want to make any assumptions at this stage that there would even be a good fit or a match at all

    I’m talking with and doing research every day with your PEER GROUP on SUBJECT and almost 95% of the people we talk with initially feel the same way as you, they have a system or a solution that they’re happy with and don’t see a reason to change.

    Most of the PEER GROUP on SUBJECT think it makes good business sense to always be OPEN to NEW IDEAS and OPTIONS and always be on the lookout and keep their ear to the ground for new methods and processes to improve performance and productivity. output / profits — I’m sure that’s the same for you …
    ( say what-ever critical business issue they want to solve here )

    5) Entice and SEDUCE with BENEFITS

    What we’ve been told by other companies that have this / do it this way / doing this process —- that they grapple and struggle with problems such as:

    –> problem #1

    –> problem #2

    With many of these companies and VP’s C-suite decision makers they kind felt unified , in the same way / perspective and viewpoint on things —

    That it makes good business sense , to keep your ‘ear to the ground’ and always be on the lookout and ahead of the curve for new Ideas or Options that can ( improve , add value , increase , speed up , streamline etc… their business flow , sales process , what-ever they are doing to do things faster , better , cheaper and/ or easier )

    I’m sure that’s the same for you …. ( you have to say this )

    I was just wondering if you might be OPEN to some new IDEAS or OPTIONS around getting rid of PROBLEMS 1 & 2 and gaining BENEFIT 3 &

    Wrap it UP…


    We’ve prepared a 15 minute Executive web Briefing the that will outline an Overview of our Value proposition


    — The Investment, ROI and Payback – Exactly how long it takes to get your investment back –then pure profit – At this meeting you will get the exact methods and strategies we have used to make billions for our clients for free –

    If nothing else we will give you a condensed knowledge of the hottest , most amazing new break-through solutions on how to _________ ( biggest benefit they are looking for) for free the 4 simple secrets How you can ___-____ better, fasten , easier, cheaper –than you can imagine ( some kind of great ethical BRIBE )


    Then say “ Seriously, you will have Multiple Holy crap I had no idea that was possible moments”
    ____________________________

    check out my blog for tons of FREE tips, strategies and techniques for amazing B2B Teles-Sales and Appointment Setting Information get in the door with any company you desire , remove the Pain and Awkwardness and learn the Permission Based approach

    –…http://www.increased-revenues.com/

    High Definition Web and Video Conferencing Appointment Setting

    Friday, July 27th, 2012

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    click to hear live audio

    Here is a great example of a Competitive account approach ‘cold’ , dealing with the initial push-back , turning it around and booking the meeting