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

by thet
55 replies
This objection kind of challenges me, because I agree.

In the end, every company has their USP (real or made up).

So, when I cold call a prospect. He picks up and gives me the objection "I am not going to meet with you, because if I say yes to everyone I will not get to my own work".

I usually say:

"Well, if you keep saying no to everyone.. you might aswell say yes to me. That's just one in a world of 100s"

or

"I agree, but our company..blabla"

I get a laugh.. but don't close on this. My goal is to book a meeting, obviously.

To be honest,
I am not sure what the right response is

So what has worked for you?
#objection
  • Depends on what you offer but along the lines of:

    "Meeting with me will only benefit your company in the long run so for a short-term sacrifice of just half an hour of your day (we could even do it whilst you grab your lunch so as not to impact on your work) will reap long-term benefits for your business, and may even free up your time enough to meet all these other people who call you and may have huge benefits for your business"
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    • Profile picture of the author thet
      Originally Posted by Affiliate Expertise View Post

      Depends on what you offer but along the lines of:

      "Meeting with me will only benefit your company in the long run so for a short-term sacrifice of just half an hour of your day (we could even do it whilst you grab your lunch so as not to impact on your work) will reap long-term benefits for your business, and may even free up your time enough to meet all these other people who call you and may have huge benefits for your business"
      Great comment, however, every company says that the meeting will benefit the prospect. So what's different?
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  • Belief and research make the difference.

    If the lead is of real value research them and make some notes on HOW you will benefit them not just say that you will!

    e.g. "I noticed you run an Adwords campaign, and even though you are a restaurant in London your ads appear for searches like 'Italian Restaurants Birmingham', did you know you could target people specific to your location!"

    and BELIEVE in what you are selling, be passionate, convicted to your offerings to the point where your lead will be begging to see how you can help their business
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  • Profile picture of the author thet
    In a world of abundance where companies can choose many companies to work with, it's still a commodity whatever it is you sell.

    And with cold calling. Research is all good and fun, but you also need your quantity simply to get enough in your pipeline to call.

    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?
    He does not know you, you have been speaking for 2 minutes now.

    My question is: How to respond to the reaction: If I meet with everybody who does what you do.. I would not get to my own work.

    I like your input.. but it doesn't really hit on the challenge I am having.
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  • Profile picture of the author savidge4
    I don't see this as an Objection at all... This is the prospect telling you bluntly you did not give him enough to want a meeting with you.



    Originally Posted by thet View Post

    This objection kind of challenges me, because I agree.

    In the end, every company has their USP (real or made up).

    So, when I cold call a prospect. He picks up and gives me the objection "I am not going to meet with you, because if I say yes to everyone I will not get to my own work".

    I usually say:

    "Well, if you keep saying no to everyone.. you might aswell say yes to me. That's just one in a world of 100s"

    or

    "I agree, but our company..blabla"

    I get a laugh.. but don't close on this. My goal is to book a meeting, obviously.

    To be honest,
    I am not sure what the right response is

    So what has worked for you?
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    • Profile picture of the author thet
      He took YOUR call because he has an issue, you were probably to busy selling your uniqueness that you not once asked what his issues are and what your solutions would be.
      I am not sure if you know what a cold call is, if you say he took my call because he has an issue.

      All he will hear from his receptioniste is my name. Perhaps my company name too.

      Also, you are making assumptions that I am talking to much instead of listening.
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  • thet I think the issue is your negativity is coming across in these posts and if that is coming across in your pitch to get a meeting you won't get appointments, you need to make them WANT to see you!

    You need to believe in yourself, your service and that what you are offering has massive benefits for the lead, REAL BELIEF. This will then come across in your pitch. Our comments on this post are for your help yet you seem to be focussing on the negative aspects.

    Everyone says cold calling is a numbers game, RUBBISH, its a lot easier to make appointments from A LOT less calls if you research the prospect first
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    • Profile picture of the author thet
      Originally Posted by Affiliate Expertise View Post

      thet I think the issue is your negativity is coming across in these posts and if that is coming across in your pitch to get a meeting you won't get appointments, you need to make them WANT to see you!

      You need to believe in yourself, your service and that what you are offering has massive benefits for the lead, REAL BELIEF. This will then come across in your pitch. Our comments on this post are for your help yet you seem to be focussing on the negative aspects.

      Everyone says cold calling is a numbers game, RUBBISH, its a lot easier to make appointments from A LOT less calls if you research the prospect first
      alright. Thank you.
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      • Profile picture of the author savidge4
        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?
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      • Profile picture of the author DABK
        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.)
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        • take a step back.

          how are you really responding?

          we tend to sell the way we buy

          for example - if you do "your research" before you buy electronics, "thinking about" the bells and whistles, the options, price, etc..,

          when you hear "I need to think about it",
          from others , then you end up buying that response.

          It shows in how you then respond. Are you coming across a certain way???

          Do you really see this as a legitimate reason or
          an excuse and the usual response a person gives?

          can you respond in a productive (and to qualify them) way so you know whether to continue or get off the phone?

          because your initial thread states "you agree" with the objection - does that effect you? sounds like it does, alot


          good luck
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  • Profile picture of the author jamesfreddyc
    I'd say your prospects are winning the framing of the interaction (Oren Klaff) and you're in a low status position leading up to this point causing the brushoff responses. Re-frame the interaction a bit to make your frame more competitive by establishing some urgency and fish for pain first.

    Jason Kanigan has some of the best techniques that will certainly help and can be found right here in this forum.
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    • good input, jamesfreddyc

      Oren Klaff :

      A frame is the instrument you use to package your power, authority, strength, information, .

      So we need to frame our ideas and products to trigger a buyer to become fiercely competitive, as they would for other important and scarce resources.

      the power dynamics of pitching – status, framing, neediness – and how to manage them effectively


      hope this helps. frame, don't be framed

      Jason's "i'm not sure" technique - seems weak (to not be Sure), but is very powerful
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      • Profile picture of the author jamesfreddyc
        Originally Posted by kirbymarketingconcierge View Post

        good input, jamesfreddyc

        hope this helps. frame, don't be framed
        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.

        Jason's "i'm not sure" technique - seems weak (to not be Sure), but is very powerful
        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.
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    • Profile picture of the author Rus Sells
      This is why my instant response without a nanosecond of hesitation would be...

      Your right! But I'm not every one...then go straight into why I'm not everyone setting myself apart from everyone and then telling them I have 10 AM tomorrow to come by. lol

      That's must me though.

      Originally Posted by jamesfreddyc View Post

      I'd say your prospects are winning the framing of the interaction (Oren Klaff) and you're in a low status position leading up to this point causing the brushoff responses. Re-frame the interaction a bit to make your frame more competitive by establishing some urgency and fish for pain first.

      Jason Kanigan has some of the best techniques that will certainly help and can be found right here in this forum.
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  • Profile picture of the author thet
    thank you for all your input.

    I just want to mention.

    I work in a company (a reseller) where I do presales, for products that cost over the $100.000 (so no, can't sell the product over phone). Also, they hired me, to book meetings for the sales people.
    Last month, I booked 40 meetings, using "Cold call techniques that work". This month I am at 35.

    I rarely get the response "if I meet with everybody .." that's why it kind of puts me of track.

    I don't have very long conversations on the phone. True. Most don't last longer then 12 minutes. But I am not selling a product. I am selling them to meet with us.

    My goal is to become a outdoor sales rep. But I am not at that point. I am new to this, 1 year now. Cold calling techniques that really worked helped me a lot..(where every pitch is very short.. and aimed at getting back to the goal: booking the meeting). but always willing to learn more. That's why I asked this question. I am taking in all your comments. Its very valueable to me.

    Interesting to see that no one gets that objection.
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    • Thet,


      good luck on your journey.

      IMO- if you can cold call on the phone, you can do anything!

      most people would rather do F2F, than use the phone.

      most can't or won't do what your doing.
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      • Profile picture of the author thet
        Originally Posted by kirbymarketingconcierge View Post

        Thet,


        good luck on your journey.

        IMO- if you can cold call on the phone, you can do anything!

        most people would rather do F2F, than use the phone.

        most can't or won't do what your doing.
        Well. I am not great at it. But I am getting some results. It's challenging work.

        I hope you are right
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    • Profile picture of the author kenmichaels
      Originally Posted by thet View Post


      I rarely get the response "if I meet with everybody .." that's why it kind of puts me of track.
      If you only heard it once then its an anomaly and you don't need to worry about it.

      If what you mean is something like - I hear it once a month/week/day/hour

      Then it is something that your doing - or not doing. Sometimes even though
      we think we are doing exactly the same thing, were aren't.

      I have found the easiest way to find the little "deal killing" quirks is by
      recording the conversations and listening to them.

      You don't have to be a super star to figure out where you went wrong
      when you listen to a recording of yourself pitching.

      The exact moment you hear your self make the mistake - you cringe

      Just wait for the cringe - back up the tape a few minute and listen again
      and again and again, until you figure it what you did wrong.

      Then it's easy to find answers on how to fix it.



      Originally Posted by thet View Post

      Interesting to see that no one gets that objection.
      Its not an objection. It's there way of saying - Your not selling me - "Sell me "

      Don't believe me? Think of it this way - They could have just hung up.
      Instead they gave you ... one more chance.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by thet View Post

    This objection kind of challenges me, because I agree.

    In the end, every company has their USP (real or made up).

    So, when I cold call a prospect. He picks up and gives me the objection "I am not going to meet with you, because if I say yes to everyone I will not get to my own work".

    I usually say:

    "Well, if you keep saying no to everyone.. you might as well say yes to me. That's just one in a world of 100s"

    or

    "I agree, but our company..blabla"

    I get a laugh.. but don't close on this. My goal is to book a meeting, obviously.

    To be honest,
    I am not sure what the right response is

    So what has worked for you?
    In my entire life, I've only hear this maybe twice. But I have said it to cold callers. I've said something similar to sales reps. And I've heard a version of it when closing...but not often at all..

    You should have a strong answer to the objection, not because you'll need it, but because the principle involved can be useful in other sales situations.

    For example; "Well, if you keep saying no to everyone.. you might as well say yes to me. That's just one in a world of 100s" is meaningless. While you are saying it, the prospect is rolling his eyes. I can tell you this, you've never said it, and then heard "That makes perfect sense, lets meet"



    So, when I cold call a prospect. He picks up and gives me the objection "I am not going to meet with you, because if I say yes to everyone I will not get to my own work".

    "Bob, I get cold calls too, and have said the very same thing. And, to be fair, 99% of the time, I don't meet with them, because I can't meet with everyone that calls. So, I have to be very selective, and so do you. Do you... (question that qualifies them as a strong prospect) ? (Yes) Then you should see me. I'll be brief, I promise. Will you be there tomorrow at 3PM?"

    The takeaways?

    You are one of them. You both hate to waste your time. You think alike.

    It sounds like you gave him a reason to make an exception.

    Anyway, that's something to try.
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  • Profile picture of the author thet
    Alright. Thank you.

    Is it normal to have to construct this type of "pitches" in sales? Or do "naturals" simply respond the right thing because they are naturally good at sales?

    So far, I have had to work on everything from beginning to end.
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    • Profile picture of the author kenmichaels
      Originally Posted by thet View Post

      Alright. Thank you.

      Is it normal to have to construct this type of "pitches" in sales? Or do "naturals" simply respond the right thing because they are naturally good at sales?

      So far, I have had to work on everything from beginning to end.
      Nobody is "naturally" good at sales. That is a myth.

      Hard work, practicing core fundamentals, pit bull like tenacity for excellence ...
      that's just some of what it takes to become "a natural".

      Lots of people are under the impression that if your a people person,
      or if your comfortable talking to strangers or groups - that automatically
      makes for a natural sales person. Like i said its a myth and it's perpetuated
      by people who don't have a clue what they are talking about ...

      and gurus - trying to sell you on the idea that they will make you a super star ...
      for the one time - low, low price of ____
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      • Profile picture of the author thet
        Originally Posted by kenmichaels View Post

        Nobody is "naturally" good at sales. That is a myth.

        Hard work, practicing core fundamentals, pit bull like tenacity for excellence ...
        that's just some of what it takes to become "a natural".

        Lots of people are under the impression that if your a people person,
        or if your comfortable talking to strangers or groups - that automatically
        makes for a natural sales person. Like i said its a myth, perpetuated by people
        who don't have a clue what they are talking about ...

        and gurus - trying to sell you on an idea that they will make you a super star.
        thank you for your answer. Where can i read more about the core fundamentals?
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        • Selling wasn't natural for me, I know that.

          I learned, adapted what fit my way. how I buy and want to be sold to.

          I have always used the take away and then needed to have the best products or services.


          this seemed natural to me

          a core fundamental = your own experience on the phone and getting feedback from prospects
          IMO
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          • Profile picture of the author thet
            Originally Posted by kirbymarketingconcierge View Post

            Selling wasn't natural for me, I know that.

            I learned, adapted what fit my way. how I buy and want to be sold to.

            I have always used the take away and then needed to have the best products or services.


            this seemed natural to me

            a core fundamental = your own experience on the phone and getting feedback from prospects
            IMO
            I dial between the 40 - 80 phonecalls a day, 5 days a week. I am getting better each call, but sometimes .. i just stumble.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by thet View Post

      Alright. Thank you.

      Is it normal to have to construct this type of "pitches" in sales? Or do "naturals" simply respond the right thing because they are naturally good at sales?

      So far, I have had to work on everything from beginning to end.
      You have a huge advantage over other salespeople. You have the same advantage that I had. I had no natural talent in selling. So I had to study every facet. I had to figure out what worked, and why. Eventually, that created a far deeper understanding of how selling works, than if I was just glib.

      If you give the selling process serious study, in a year...you'll be making good money.

      In 5 years, you'll be a stand out superstar.

      In ten years, people will pay you to find out your "secrets".

      Study selling from people who are real sales legends.
      And study copywriting. It will teach you the structure of a good pitch.

      Me? After ever presentation, for the first 20 years or so, I had a journal where I would write what happened, and what worked, and what didn't work. And then I would think "What could I have said that would convince me..if I were the prospect?"

      At first, you just learn what works. Eventually patterns emerge...principles...the structure of persuasion. Eventually, you become great at it.

      Guys with natural talent? They never put forth the effort to become great...because they are used to getting by on intuition. And great selling is counter-intuitive.
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        Guys with natural talent? They never put forth the effort to become great...because they are used to getting by on intuition. And great selling is counter-intuitive.
        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
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          This just got interesting ...

          You really believe some sales people are just naturals?
          In my entire life, I've run across one guy, I would call a natural. One out of thousands.

          It wasn't that he was naturally skilled at selling. It was that he was incredibly likable, and was sharp. I could explain a technique to him, ask him to explain why it worked, and he would figure it out (usually) in front of me. So he learned all the skills much faster than normal.

          But someone just knowing how to sell? No. Never.
          Nobody was ever a "Natural born brain surgeon". And selling is like brain surgery.

          Oh, and the "Naturals" I was referring to earlier, are simply people that are glib, outgoing, and can survive in sales, because of their personality. They almost never put forth an effort to learn more. And they almost always stay at the lower rungs.
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  • Profile picture of the author thet
    Wow. That really inspired me.

    Like I mentioned, the only thing I do now is booking meetings for the sales reps and i believe my first goal should become one of the reps. That will probably take me a year, so not sure about making good money in a year. But, Even if it's in 3 years from now, would be a huge inspiration.

    I just ordered a lot of books on Copywriting and marketing, because I am indeed a person who needs to really get deep on what works and why.

    I sometimes feel completely unnatural and not made for this. Today, I tasted some blood, during a call which made me see.. that if you just push a bit harder, you will go to the next step.

    I am not naturally aggressive, or witty, or funny, or super sharp.. I am a complete introvert, with ADHD and slightly autistic who enjoys reading, spending time thinking about deep stuff.

    So that's my challenge right there. These pitches are "simple" compared to what goes on in my brain lol

    Sorry for all this openess. You just hit a string.
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    • Imagine....a reframe

      the prospects your calling :

      if you asked the key business people there -

      If I make 40-80 calls per day, 5 days a week selling what you offer,
      would you find value in that? or is the status quo good for you long term or are you happy with your sales or salespeople???

      imagine how much you bring to the table!

      "they want you on the wall, they need you on that wall"

      selling is in the head, built by you, for you.
      if your not a natural or doubt natural abilities exist

      factoid : a report I read in the 1990's to doctors "where do you get the latest information on medical advances?"

      the majority responded with "my Pharmaceutical sales rep"

      they Need you, so they can run their biz.!
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    • Profile picture of the author jamesfreddyc
      Originally Posted by thet View Post


      So that's my challenge right there. These pitches are "simple" compared to what goes on in my brain lol
      Guess what.... when you're talking with them, your prospects are using a part of their brain that can only process very simple things. Too much, intricate or complex concepts just shuts them down.

      Layout a big idea (why they'd want to make an appointment) in a minimercial that hits a real problem they might face in their business.
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      • Originally Posted by jamesfreddyc View Post

        Guess what.... when you're talking with them, your prospects are using a part of their brain that can only process very simple things. Too much, intricate or complex concepts just shuts them down.

        Layout a big idea (why they'd want to make an appointment) in a minimercail that hits a real problem they might face in their business.
        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!
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        • Profile picture of the author jamesfreddyc
          Originally Posted by kirbymarketingconcierge View Post

          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.
          I was in Oren Klaff's webinar last nite (probably why I keep referencing the guy here in this thread) --- the big theme was about getting away from being so needy. Most think of pushy types in sales, but just as bad is someone who is at a low status that begs for the sale, appointment, referral, etc...

          Your reply above seems excellent and has me thinking of variations for getting higher status with minor tweaks (just thinking out loud here and perfectly fine with critical comments):

          "Jon, this was just supposed to be a quick call and I've only got 2 minutes until my next appointment but I'd like to give you 1 of those minutes to hear how I think our businesses would fit well together. Does that work for you?"

          To me that seems to give me a bit stronger frame than if I were to say, "can you give me..." or something along those lines.

          love that word - Minimercial

          trademark that!

          You all see it here first. mine.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by thet View Post

      Wow. That really inspired me.

      Like I mentioned, the only thing I do now is booking meetings for the sales reps and i believe my first goal should become one of the reps. That will probably take me a year, so not sure about making good money in a year. But, Even if it's in 3 years from now, would be a huge inspiration.

      I just ordered a lot of books on Copywriting and marketing, because I am indeed a person who needs to really get deep on what works and why.

      I sometimes feel completely unnatural and not made for this. Today, I tasted some blood, during a call which made me see.. that if you just push a bit harder, you will go to the next step.

      I am not naturally aggressive, or witty, or funny, or super sharp.. I am a complete introvert, with ADHD and slightly autistic who enjoys reading, spending time thinking about deep stuff.


      So that's my challenge right there. These pitches are "simple" compared to what goes on in my brain lol

      Sorry for all this openess. You just hit a string.
      And when I was in high school, I was so shy that I never went to a sporting event, a school dance, a prom, or my own graduation.

      I had another advantage over most other salespeople. Rejection didn't bother me.
      I never took it personally, and neither should you.

      But there is one thing more you really need...a strong desire to make a sale.

      When I'm talking to a prospect, no matter what it looks like....no matter how much I may seem to be just having a conversation...there is a strong sense of purpose. Everything I do, in some way, is meant to bring me closer to the sale..or to set up the next step.

      I may look like I'm wandering around, just having a fun talk with the prospect...but my eyes are never off the goal of making a sale. Technique is just there to make the whole process more efficient, and more palatable for the customer. If this hasn't scared you off, I think you have a great future ahead of you in selling.

      I'm actually pretty excited about your prospects in selling.
      Signature
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      Terence Fletcher: "There are no two words in the English language more harmful than Good Job." Whiplash.
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      • Profile picture of the author thet
        Originally Posted by Claude Whitacre View Post

        And when I was in high school, I was so shy that I never went to a sporting event, a school dance, a prom, or my own graduation.

        I had another advantage over most other salespeople. Rejection didn't bother me.
        I never took it personally, and neither should you.

        But there is one thing more you really need...a strong desire to make a sale.

        When I'm talking to a prospect, no matter what it looks like....no matter how much I may seem to be just having a conversation...there is a strong sense of purpose. Everything I do, in some way, is meant to bring me closer to the sale..or to set up the next step.

        I may look like I'm wandering around, just having a fun talk with the prospect...but my eyes are never off the goal of making a sale. Technique is just there to make the whole process more efficient, and more palatable for the customer. If this hasn't scared you off, I think you have a great future ahead of you in selling.

        I'm actually pretty excited about your prospects in selling.
        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.
        Signature

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  • Profile picture of the author bizgrower
    "I am not going to meet with you, because if I say yes to everyone I will not get to my own work".

    "Believe me, I understand the value of your time. We're not just anybody and here's why ...

    or

    "Believe me, I understand the value of your time. We're not just anybody and here's why meeting will not be a waste of your time..."

    or

    "Believe me, I understand the value of your time. We're not just anybody and if I could please have a minute of your time to explain why meeting will not be a waste of your time (or why we're not just anybody...)"

    You could add somewhere in your conversation, "I understand the value of time and is now a good time to talk a little about why meeting with us will not be a waste of your time? (or why we are not just anybody...)?

    As others have said, maybe you did not establish value and interest before he gave you that objection. It sounds like this persons pat, reflexive response to all sales calls.

    Some people think it's weak, but I like Jason Kanigan's suggestion of being polite as well as asking if now is a good time to talk. I manage a hotel and sometimes do want to talk more about an offer - just not on a Friday afternoon when I need to focus on customers and if the rooms are ready....

    Recently I had a rep who was just too pushy and rude (rude to a staff member as well) about closing NOW - even though I was interested. It was something I needed to talk with the owner about and not as urgent to us as the rep wanted it to be.

    Sorry to digress too much from the exact topic, but I want to give you more information about the sales or appointment setting process. I recently had a rep call who was rudely adamant that they only talk to business owners. That ended his chances.

    I am the GM. My hotel is absentee owned. I either decide, or get the info and talk or email with the owner about an offer and he very much trusts my opinion. He is also from another country and it has taken me a long time to learn how to explain things in English he will understand. So, even if I did pass this rep onto the owner, it would not have done anybody any good. This is one example of where being intelligent enough to get away from scripts and having conversations is good.

    Dan
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    • Profile picture of the author jamesfreddyc
      Originally Posted by bizgrower View Post

      Some people think it's weak, but I like Jason Kanigan's suggestion of being polite as well as asking if now is a good time to talk
      That should be: "Is this a BAD time to talk?"

      This sounds picky, but I think it's important because it works by making them think for a second compared to thinking if it's a good time (everyone asks that and comes with a pre-programmed reply: "no").
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      • Profile picture of the author Claude Whitacre
        Originally Posted by jamesfreddyc View Post

        That should be: "Is this a BAD time to talk?"

        This sounds picky, but I think it's important because it works by making them think for a second compared to thinking if it's a good time (everyone asks that and comes with a pre-programmed reply: "no").
        I like that better too, and for the same reasons. Also, that's the first question I ask, when calling friends.
        Signature
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  • Profile picture of the author thet
    I often ask (translated in english for you guys): Do you have a minute?

    Everybody has a minute.. and everybody forgot I asked after the minute is gone.
    Signature

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    • Profile picture of the author jamesfreddyc
      Originally Posted by thet View Post

      I often ask (translated in english for you guys): Do you have a minute?

      Everybody has a minute.. and everybody forgot I asked after the minute is gone.
      Too easy for a "no" to popup. I like "Did I catch you at a bad time?". Works similar to "is this a bad time?".
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      • Profile picture of the author thet
        Originally Posted by jamesfreddyc View Post

        Too easy for a "no" to popup. I like "Did I catch you at a bad time?". Works similar to "is this a bad time?".
        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
        Signature

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        • you could reverse it.

          a little psychology??

          right in the beginning

          say "sounds like I caught you at a bad time",

          I like to do it, so I can reframe it.

          as in Oren Klaff's "always be leaving"

          I've only got a few minutes,
          give me 45 seconds right now, and tell me if you want to continue the conversation
          (for now or later with a phone appt time)
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  • Profile picture of the author DaniMc
    I know I'm a little late to the show but I gave almost the exact same objection today.

    "I'm just too busy. I hate to tell you no, but I just don't have time to meet."

    I wasn't at all interested in meeting, even though it is a service I need and use.

    This took responsibility off of me, and placed it on my busy schedule. This is a very nice lady whom I have met face to face in passing several times. I will definitely run into her again. But meeting with her is not a core money making activity. Therefore, nothing she could say would make it happen.

    Sometimes, people just are not a good prospect for your particular appointment.

    They are either blowing you off with an excuse, or they truly are focused on some objective that does not involve you. It is your job to know which is true for that person.

    She should definitely call me again in a month. I will eventually need her, just not right now. Experience tells me that she will not call me again. Most sales people do not, and it is disappointing.

    I feel much better doing business with people who do not give up. I'd rather give time to people who follow up. Experience also tells me they are the very best providers.
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  • Profile picture of the author thet
    You are not late Dan.

    Most objections you get take away responsibility with the prospect (time, budget is a company thing, not 'responsible', knowing you are).

    And yes, sometimes it really has no use to make an appointment. I do think it's a bit of an arrogant statement to make to say "if I meet with all companies I would not be able to do my work". or "I get calls from companies like you 6 times a day". **** off, I don't believe that shit.

    Yours, I do believe. It's in the tonality.

    Follow up is so huge. So vital.

    The other day I had to sent some information. So I asked him "Why don't we just meet?". He told me no. His procedure was to first take his time to research what we sell.. what we do and to do that objectively. Fair enough.

    Most of the time, you don't hear from somebody anymore. You need to call back once every month.

    This time, he called me back and we booked a meeting because there was a project we could help him with.

    Imagine what would have happened if I did not follow up. Not hard to imagine: Nothing would have happened.

    Great input Dan!
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  • Profile picture of the author thet
    Something I realise just now, which is kind of weird.

    When I need information and/or advice in buying something, I want to have a great salesperson helping me out with it.

    Being it for my next phone, my next bed or my next car. I somehow want to be in good hands. Somebody who listens, is enthusiastic about the product and is able to tailor it to my needs.
    Signature

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    • Profile picture of the author savidge4
      Originally Posted by thet View Post

      Something I realise just now, which is kind of weird.

      When I need information and/or advice in buying something, I want to have a great salesperson helping me out with it.

      Being it for my next phone, my next bed or my next car. I somehow want to be in good hands. Somebody who listens, is enthusiastic about the product and is able to tailor it to my needs.
      And the light flickers on
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    • Originally Posted by thet View Post

      Something I realise just now, which is kind of weird.

      When I need information and/or advice in buying something, I want to have a great salesperson helping me out with it.

      Being it for my next phone, my next bed or my next car. I somehow want to be in good hands. Somebody who listens, is enthusiastic about the product and is able to tailor it to my needs.
      and this is probably what you see in yourself.

      you are or want to be enthusiastic, listen well, and be proficient with your product/service to really help people.

      we sell the way we buy
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      • Profile picture of the author thet
        Originally Posted by kirbymarketingconcierge View Post

        and this is probably what you see in yourself.

        you are or want to be enthusiastic, listen well, and be proficient with your product/service to really help people.

        we sell the way we buy
        Interesting idea. How is this proven to be true (just curious)?
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        • Originally Posted by thet View Post

          Interesting idea. How is this proven to be true (just curious)?
          good question. the answer???

          it's a "self evident truth" from your own experience
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    • Profile picture of the author DaniMc
      Originally Posted by thet View Post

      Something I realise just now, which is kind of weird.

      When I need information and/or advice in buying something, I want to have a great salesperson helping me out with it.

      Being it for my next phone, my next bed or my next car. I somehow want to be in good hands. Somebody who listens, is enthusiastic about the product and is able to tailor it to my needs.
      Yes indeed! I want someone persistent, consistent, and hungry for my business. Not just hungry for my money, but hungry for the opportunity to earn my money. A hustler. I don't respect the greed, I respect the hustle.

      It is a privilege to help my clients. The fact that I earn great money while experiencing this privilege, is a source of real joy. Only the hustlers understand this. It is what all customers want, but only a few people understand how to live this way.

      People love to buy. I love to help them buy. I will not give up on the opportunity to help them just because they are in the habit of rejecting sales people.

      They eventually learn that I'm not just another salesman. One of their goals and dreams are on the other side of doing business with me.
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      • 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
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  • Profile picture of the author thet
    True

    Although I find one thing annoying. I don't really believe in "winning somebodies business".

    They should be happy to work with me / us. If you don't want it, in the end.. there is only one ME.. while there are 1000 of companies that might want to do business with me.
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    • Profile picture of the author DaniMc
      Originally Posted by thet View Post


      Although I find one thing annoying. I don't really believe in "winning somebodys business".
      I completely agree. The only thing I believe in is my level service. If they don't buy that, they really aren't a good prospect for me.
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      • Profile picture of the author Claude Whitacre
        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.
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      • Profile picture of the author bizgrower
        Originally Posted by Dan McCoy View Post

        I completely agree. The only thing I believe in is my level service. If they don't buy that, they really aren't a good prospect for me.
        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
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