Give them an introductory promotion.
Stop the sales process as they clearly don’t have the appropriate budget
Counter the objection with a series of questions that seek to understand and re-educate on the value of the product eg ‘What if we could help you create an enduring competitive edge in the marketplace?’, ‘What if we showed you how our solution actually saves you money’ and ‘What has been your experience to date with companies and solutions like ours?’
Talk a lot about yourself, your company and your product to break the silences and the ice
Talk a lot about what you have learned about the client through your diligent homework and research.
Show curiosity and ask intelligent questions that show you have done your homework/research to move the conversation along a positive tangent.
Continuing to aggressively ‘sell’ the product and the company after you have closed the deal.
Asking many open-ended questions in an initial meeting.
Asking for a referral.
Calling only on contacts that have a budget.
Confidence & Conviction
Confidence & Coercion
Sympathetic & Jocular nature
Cooperative & Empathetic nature
First clear our throat & then converse with him
First make him speak with our senior
First take permission to talk
Hang up the phone immediately
Mr Roy Peterson
None of the Above
Any of these medicines
None of these medicines
Beginning of every month
Mid of every month
End of every month
All the above
Signals of Disinterest
None of the Above
About half of the time
About 60-70% of the time
At all times. You want to make sure the person knows that you are paying attention.
Every now and then. You don’t want to make the other person uncomfortable
As soon as they close
As soon as you are sure they are satisfied
As often as you can without being forceful
Only once or twice throughout your relationship
You are talking with the head of the company
When the objection is about price
When the objection of your prospect is similar to your own private feelings about the product
When the objection is about the product
Planned and Rehearsed
Done on the Fly, Unplanned and Unrehearsed
Listen to what they are saying; they are telling you what assurance they need in order to buy
Don't get discouraged; give testimonials of other grateful customers that had the same initial concerns
Back off; Throw in the towel if the conversation isn't going anywhere
Keep your focus on the product; a good product with great customer benefits will be the persuasive factor
The reputation of the sales firm
The monetary savings the product will introduce
Discounts and special offers
The customer's needs
The quality of the product offered for sale