Objection "If I say yes to everyone who wants to meet with me.. "

Thet,

Let me ask this, not from you but from others.. when was the last time you heard this Objection; "I am not going to meet with you, because if I say yes to everyone I will not get to my own work"

My answer Thet... I have NEVER heard that, NOTHING even close.

That is F A R from a Objection and more a "Stop wasting My Time" comment. or a "Get me off the phone" comment.

I can tell you right now you are playing out in "Real Life" what you are playing out right here in this thread... You are not Listening. You don't want to listen, because it is not the answer you are wanting.

I was on a warmed up cold call yesterday. As in it was a referral, my client told a friend I would call. I called.... 14 minutes of back and forth passed before I set the appointment and we were still on the phone another 10 minutes after that.

With statements shared such as "He does not know you, you have been speaking for 2 minutes now." you straight out bum rushed the appointment setting. 2 minutes is barely getting past "hi there my name is X and I am with X and here is what we do or offer."

You really have answered your own dang question in the middle of this with "Even if you know that he is in your sector and you know he is a true prospect.. Why would he meet with you if you are just one of 20 (when your company is really unique) and he already has preferred suppliers?"

You have to answer your own dang question. WHY you? If you indeed are calling as a supplier of goods.. you basically have 2 plausible answers, its going to be price or its going to be service.

So to answer YOUR present question, how to rebutle "I am not going to meet with you, because if I say yes to everyone I will not get to my own work" you would say something like: "Lets cut to the chase Steve, I believe we can save you some money. If you are using so and so on average we can save you X% or if you are using the other so and so on average we can save you X+%. Would finding out how much you can save be worth your time?

Now to pull this off, you had better have your competitors prices in your back pocket. and be able to back it up. There are a few aspects of my business that I use the above stated method. And I use it really well.

My young lady that sells paper products. Over the last few months she has made 45 sales calls of the 45 she has closed 44. It turns out the ONE she did not close, went out of business 3 weeks after she visited them. so as far as I am concerned this method with that particular product is closing 100% of the time using this method.

Can you hear me now?

First, why do you want a meeting? Can you not sell whatever it is you sell over the phone? Not being glib, but darn few things I'm pitched really require a meeting.

There's a company that sells SEO/adwords. They created a page on their site that they go over with you over the phone. Presentation takes 30 minutes. Awfully good presentation, far better than the results they get you.

There's a company that... ETC., ETC.

When you figure a system of selling your stuff without a meeting, you'll have gained a lot. In the meantime, when they ask you that, they're telling you you've made them see that they'd benefit from meeting with you.

That could be because of lack of certainty in your voice, because you have, indeed, not discovered a pain point and demonstrated you have a solution to remove it.

Yesterday, I got a call from someone wanting to sell me facebook management.

He'd called the day before, found out my name and that just before noon is a good time to call me. And he called me at 11:30.

He started by telling me he noticed our facebook page has only 2 posts though it's almost 3 years old. He started talking about how our page could be used to be in front of our prospects.

I asked him, in this very words: "What's your goal for this conversation?"

He talked about how beneficial facebook can be.

The answer I wanted and did not get was: Get you to buy x from me. It took him over 1 minute to mention that posting 2 times a week on Facebook is beneficial. He never said that that's what he was proposing to do for me.

I asked him if he'd done anything facebook for anyone in my industry. He laughed, said thousands.

Which led me to conclude he was either a liar or very annoying and I told him Good-bye.

So, he was talking the right things but without specifics for my industry and he did not answer direct questions with direct answers.

I thought about his call later. Now, I think he might have sold a lot, maybe not thousands, but a lot, but he was following a script and unable to leave the darn script and have a conversation.

If he'd said he'd done 0 facebook thingies for people in my industry but he's familiar with my industry, and said things that made sense, I'd have had no problem.

The point I'm trying to make, if you identify a pain point your prospect has, offer a solution that makes sense and come across as credible, you don't get the objection you get.

There are many reasons people don't come across as credible. Lack of confidence is the one most talked about. But there are others. Without knowing what you say, it's hard to know where you lose it, assuming you ever establish it. (I'm assuming you get this answer AFTER they hear your pitch.)

I also like Oren's "prizing" concept in this scenario too and would probably help. If we don't want someone to say, "If I meet with everyone, then I won't have time to..." then we need to not be "everyone". We need to be the prize.

I think that would be more for getting thru gatekeepers and on the call with the decision maker (not the problem in the OP's case). I was thinking more about how Jason wraps up pain points into a minimercial that can be delivered rapidly over and over but allows for an immediate connection (or not). Pretty important step if the goal is to shuffle thru prospects and finding amiable ones, rather than making x# of dials to set appointments and stressing over objections/brush-offs from the ones that wouldn't really be a good match.

Well. I am not great at it. But I am getting some results. It's challenging work.

I hope you are right

thank you for your answer. Where can i read more about the core fundamentals?

This just got interesting ...

Do you really believe some sales people are naturals?

Or do you mean some people have a few "natural abilities" that allow
them to appear as if they have a natural talent for sales?

Anybody can read a pitch, anybody can do canned replies,
anybody can do any number of things that will produce sales
based on volume.

I don't consider that selling. I consider that automation.
(Automation that works really well - with an army of reps)

Real sales - the kind you have to think and apply past lessons
on the fly for any given situation - the kind where you blend
listening, emotion, body language, conversation, science, art and more.

- to me ... that's sales.

Out of the 20,000 or so sales reps I have met over the years ...
I have never met a single "natural". ( That I know of any way )

- Tag your it

I have a standard response that covers many things.

can you give me 45 seconds, and You Tell me if you want to continue the conversation. sound good?

then, your elevator pitch and what others received, and whats in it for them.

love that word - Minimercial

trademark that!

I like the challenge and i like what sales can teach me on a personal level.

I am excited that it is a learnable skillset.

I like that better too, and for the same reasons. Also, that's the first question I ask, when calling friends.

I rarely get a no. Like i said, who doesn't have a minute? And if they don't, i call back later. I just showed I am somebody who respects your time + is polite.

Maybe 1 out of 10

But I will try yours tomorrow. I love testing new stuff

Interesting idea. How is this proven to be true (just curious)?

you can't sell a stranger

its not the "pitch", it's us they buy

and as Dan say's they love to buy, we all do really.

IMO

Dan's right about people loving to buy. Why do you think they are called "Consumers"?

And buying from a great salesperson is like getting a massage from a master masseuse.

Reminds me of my cousin's (PhD economics) comments about the book "Quality Is Free".
He said something like "Quality is not free. Quality costs as much as people are willing to pay for it."

Dan