If you're doing outbound sales, you'll need to anticipate objections and prepare for them. Part of your outbound sales preparation should be to create an effective outbound sales calling script as well as your sales objection management document.
Let's look at three of the most common outbound sales objections any inside sales team needs to learn how to overcome, and analyze how to deal with them.
Sales objection #1: "Send me an email"
It's a typical objection made by someone who wants to get off of the phone. A great response to keep them on the line is to say, "I certainly will, but so I know exactly what to include in my email, can you tell me ..."
Follow up with your first qualifying question, and then the next. This brings the prospect's guard down just enough to get a conversation going.
Sales objection #2: "I don't have time to talk right now"
Another common objection made by someone who wants to get off of the phone. Tell them, "No problem, when is the best time to reach you for a three minute conversation? I want to see if we're even a good fit for you before we talk at any length."This way you don't sound desperate and you let them know you only need a few minutes. More often than not, they stay on the phone with you once they realize it won't be long.
Sales objection #3: "I can't make a decision right now, let's talk next month"
In many cases, the person you're talking to can't make an immediate decision as committees are often involved in larger companies. This is fine, but you don't want to let them off the hook without a clear understanding of what needs to be done between now and the call next week.
Ask the person:
- Where will this meeting take place?
- Who will be involved?
- Can I be a part of that meeting, if even over the phone?
- What material do you need in preparation for that meeting?
Then, let them know the remaining steps for the process and deadlines for the deal to move forward.
- Is there a contract involved?
- Payment to receive?
- How long will these take to be approved?
Framing the next steps paints a clear picture in your contact's head of what needs to be done to move forward, so the next call will be either a "yes" or "no", rather than another delay.
What are some of the most common sales objection you have to deal with? What are your responses to them and why?