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Ways you guys overcome objections

by imnumberone28
31 replies
I was gonna start back cold calling tomorrow and overcoming the rejection part is the main thing stopping me from going forward. What are some techniques some of you marketers use to overcome the rejection.
#guys #objections #overcome #ways
  • Profile picture of the author ThePromotionalGuy
    I use to think I was getting rejected when cold calling. Then one day an old time salesman turned my belief around.

    He said, "You are not getting rejected. That prospect just disqualified themselves." I meditated on that for a while.

    Those 2 sentences have helped me view prospects differently. If they don't want what I'm offering, I'm wasting my time trying to present it.
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  • Profile picture of the author iAmNameLess
    Depends on the objection. If it is something they are adamant about then why waste time? I don't really worry about overcoming objections unless I know they're going to buy anyway. You can usually tell if they're interested within the first 15 seconds of talking to them. If they aren't interested, or don't believe it is for them, then you're fighting a tough battle instead of focusing on people who do need and want your service.
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    • Profile picture of the author HypeText
      Originally Posted by iAmNameLess View Post

      Depends on the objection. If it is something they are adamant about then why waste time? I don't really worry about overcoming objections unless I know they're going to buy anyway. You can usually tell if they're interested within the first 15 seconds of talking to them. If they aren't interested, or don't believe it is for them, then you're fighting a tough battle instead of focusing on people who do need and want your service.
      Keyword: NEXT!
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  • Profile picture of the author kenmichaels
    Originally Posted by imnumberone28 View Post

    overcoming the rejection part is the main thing stopping me from going forward. What are some techniques some of you marketers use to overcome the rejection.

    Most objections are really buying signals in disguise.

    If you really mean rejection, well the only real rejections you can have is
    "get out of my store" or they Say "no" or they hang up on you.

    None of it is personal.

    Any of those three rejections can be handled by simply expecting that to happen occasionally, know that it is part of the game, have some thick skin and move on to the next potential client.
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  • Profile picture of the author 3D
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    cut, snip, stack the threads when talking to an obsticle.
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  • Profile picture of the author Ryan Milligan
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    Just get up and dust yourself off. Don't be scared of rejection.

    It's the same thing when it comes to girls, people are always scared to ask them out. But if you don't you will never know. Plus if I get an appointment I'm probably going to make $1000+ anyway. I would do anything for that kind of money.
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  • Profile picture of the author Jason Kanigan
    I've said this before and I guess I'll have to keep saying it:

    Half the people you call won't be available to talk right now.

    Half of the people who are in won't be able to talk. Not even to their own mothers. They pick up the phone out of some silly sense of duty or customer service or other obligation.

    This means that on average 3 out of every 4 calls you make aren't going to go anywhere.

    Feeling rejected because of these reasons is just plain goofy.

    When you DO get to talk to somebody, your attitude needs to be that you're just having a conversation. Your goal is to qualify this prospect In or Out. Doesn't matter which. Watch my Free videos.

    The more emotionally detached you become about the outcome of these calls the better your performance will be. The pressure in your voice is what scares prospects.

    There have been a few threads where a guy explains that he made a whole bunch of calls and was feeling down. Ready to Quit. But then he thinks, Nah, I said I'd make 100 calls and I'm gonna make them. Now the pressure is gone for the last 20 or 30 calls. He doesn't care anymore whether the prospect is interested or not--he's just making the calls. Boom, he schedules a bunch of appointments. This is the reason why.

    EDIT:

    Watch this video in another thread about Mike Tyson talking about his thoughts on emotion and your goals.
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    • Profile picture of the author Michael Bucker
      Originally Posted by kaniganj View Post

      I've said this before and I guess I'll have to keep saying it:

      Half the people you call won't be available to talk right now.

      Half of the people who are in won't be able to talk. Not even to their own mothers. They pick up the phone out of some silly sense of duty or customer service or other obligation.

      This means that on average 3 out of every 4 calls you make aren't going to go anywhere.

      Feeling rejected because of these reasons is just plain goofy.

      When you DO get to talk to somebody, your attitude needs to be that you're just having a conversation. Your goal is to qualify this prospect In or Out. Doesn't matter which. Watch my Free videos.

      The more emotionally detached you become about the outcome of these calls the better your performance will be. The pressure in your voice is what scares prospects.

      There have been a few threads where a guy explains that he made a whole bunch of calls and was feeling down. Ready to Quit. But then he thinks, Nah, I said I'd make 100 calls and I'm gonna make them. Now the pressure is gone for the last 20 or 30 calls. He doesn't care anymore whether the prospect is interested or not--he's just making the calls. Boom, he schedules a bunch of appointments. This is the reason why.
      I must agree with this and only add that you also need to become proactive in your selling. After so many calls you will have the majority of the same comments when being rejected or as one has said is true, they have disqualified themselves.

      Along with the above statements from our friend, List those initial questions, statements or objections and find a way to handle them before they have a chance to come up.
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      • Profile picture of the author John Durham
        Originally Posted by Michael Bucker View Post

        I must agree with this and only add that you also need to become proactive in your selling. After so many calls you will have the majority of the same comments when being rejected or as one has said is true, they have disqualified themselves.

        Along with the above statements from our friend, List those initial questions, statements or objections and find a way to handle them before they have a chance to come up.
        Thats the difference between high probability selling and high conversion selling.

        Personally either way is fine for me... I tend to go with high probability because Im a cherry picker.
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  • Profile picture of the author localvseo
    1) Don't take it personally
    2) Start making a list of reasons people are saying no and come up with some simple 3 second responses that are succinct reasons to counter their objection. I have turned these into sales before as maybe the person I am talking to did not get what I was saying at first for some reason.
    3) If that that fails see number 1

    If you are upset for some reason because you did take it personally then take a breather or else that will reflect in your next call.
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  • Profile picture of the author monicadoreen
    When one presents something & the other person is just not interested in getting it then it is a total waste of time to presnt whatever is been presented to them. I must agree with this and only add that you also need to become proactive in your selling. But everyone has got their own sense of dealing. One has to adapt to majority's needs. But sometimes it depends upon the objection too. But until an unless one doesnt do anything they dont learn and if you do you will always learn!
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  • Profile picture of the author athanne
    These rejections are part of your Internet marketing. Let them not annoy you very much that you stop focusing ahead. It might be, as someone has said, that they disqualify themselves. The most important thing is for you to continue working on attraction of your prospects rather than feeling rejected which will only make you quit..
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  • Profile picture of the author Nbroquis
    I used to feel the same way about rejections but after a while its something you just get used to. After that, you just say oh well on to the next where you no longer feel the rejection pain anymore. Just make sure to always have a goal in your head as far as # of phone calls and sales and after that don't let anything stop you.
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  • Profile picture of the author Old Dog New Tricks
    OK I know this will be controversial. There are some good answers here about dealing with rejection and I have used a lot of them. I have trained salespeople and have been trained myself to deal with rejection. Most of the techniques in the former replies are accepted in the sales and marketing industry as basics.

    After several decades it still didn't make me feel any better when I had to out wit a customer who was saying "no" or what ever. One day I just decided that was enough! It was time to drop out of the "old school" and find a different way to obtain (and sell) customers that didn't hurt. I don't care how tough a person may say they are and that no's don't hurt them... yes they do. Do you think that Rocky didn't feel pain when Mr.T was kicking the crap out of him and he kept saying "that didn't hurt".

    If you are human and you are honest "no's hurt!"

    Now I'm not going to get into a lot here because I'm working on a course that I want to give you guys in the not to distant future. Probably a WSO or something. So please forgive the tease.

    Let me give you something to think about.

    1. Why cold call in the first place? You do have a choice not to expose your self to a
    "no" (which ='s pain).
    2. Who's business is it? Yours or the customer's? Who's in control of your business?
    3. Would you "on purpose" walk into a spinning airplane propeller?
    4. Would you rather pull a chain or push one?

    Now some of you may be, (probably are), rolling your eyes by now. All I'm saying is that there never is a need to make a cold call if you develop a system or two to prevent it and then, Apply it!

    Let me also say there isn't a reason to get an objection or rejection ever! That means "a no" in other words.

    Have you ever seen a good auctioneer not make a sale? Study that thought for a while..... It's because they understand how to control a bidder. How is it an auctioneer can get someone to buy while they are shaking their head no? You've seen it. If not go to the Discovery channel and watch some of the auction shows there.

    There isn't an easy "one size fits all" way to deal with objections and rejection. Look for the nugget I gave above it's there...... Hint "Control"....

    You see my WF name to your right. (edit: Opps! Other right. lol Am I on video?) Keep up with me if you like. Check out some of the posts I have replied to. Watch for future comments . Over the next few months I'm going to reveal all I've learned in over 4 decades of selling and it's not going to cost you $15,000 or more a session like the super big sales trainers do. (However the info will be just as good.)

    It's my pleasure...

    Old Dog...
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    • Profile picture of the author Alexandre0
      Rejections are just but a natural way of getting into the ladder of success. I used to conduct a training entitled "The Seven habits of highly effective people" by Stephen Covey, and I found very fulfilling when a participant will come and say some encouraging words about the learning experience he had. I encourage you to read this book by Stephen Covey, and I promise you it will help you a lot in your business dealing.

      Cold calling is not a bad marketing strategy but is it already an obsolete model, to be honest. In the online business, there is one question I want to ask. When you offer your online services, do your customers need them much more than what you need?

      Remember, understanding the needs of your customers should be your foremost importance. Then, rejections become irrelevant. It becomes a query method.
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  • Profile picture of the author Jason Kanigan
    Wow. Bow Wow.

    Totally disagree.

    You have the secrets that nobody else does?

    No does not have to hurt. It's all in your perception.
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    • Profile picture of the author mdmarketingexpert
      you just have to get up dust your self off and keep at it.. keep in mind the law of numbers. u just need to figure out how many no's you get before you get a yes. once you do that you will be excited to get those no's out the way knowing that after 5 no's you will get a yes.
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    • Profile picture of the author Old Dog New Tricks
      Originally Posted by kaniganj View Post

      Wow. Bow Wow.

      Totally disagree.

      You have the secrets that nobody else does?

      No does not have to hurt. It's all in your perception.


      Nope, no secrets!.... I don't believe in secrets. Secrets are just knowledge not spread around too much yet. Besides, if someone knows it it isn't a secret anymore.

      The only secrets I posses are my experiences, and I am very willing to share them. Just ask. Once again controversial. Most people I have worked with in sales always considered me out of sink, a renegade I guess. But they were always asking me questions. Can't figure that one out.

      Yeah I suppose hurt is a perception and involves some self hypnosis too. I quit being a hypnotist in college.

      I said at the beginning of the post that it was going to be controversial.

      Nice meeting you kaniganj...
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  • Profile picture of the author fanfacebookpage
    hello
    thanks for provide me information about this topic because this will help me.
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  • Profile picture of the author Jason Kanigan
    it's "out of synch."

    No self-hypnosis is required, just knowledge as I have shared above.

    What do you have to share?
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    • Profile picture of the author Old Dog New Tricks
      Originally Posted by kaniganj View Post

      it's "out of synch."

      No self-hypnosis is required, just knowledge as I have shared above.

      What do you have to share?

      Once again you are right my friend, my fingers were faster than my brain. Maybe I'm in the sink because I'm all wet?

      Most of the people I trained how to sell only wanted one thing. To make money. Obtaining knowledge wasn't usually their strong suit. Of course I was motivated to obtain a little revenue also. So I taught them systems that worked and they didn't have to think to much about it. Just do it. Over and over and over. The majority weren't interested in learning to deal with rejection or objection they just wanted to avoid it period. That is what I had to deal with if I was to profit from training them.

      My experience? Started at one end of a street going door to door and offering my product. Next day move over a street and do it again. Now this was many years ago and certainly wouldn't consider it today. However if times got tough I could do it again. Some times just for the heck of it I still sell offline to small business this way. I can make it work but that's not what I would teach someone necessarily, unless they wanted me to.

      I'm going to get off this. This isn't my thread and I apologize for getting side tracked. Just trying to answer your question. Like I said follow me if you wish. You will either like it or hate it or not give a flip. Isn't freedom nice?

      Old Dog...(Bow Wow...)
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  • Profile picture of the author dee4d
    Discipline calls to overcome rejection and achieve your goals. You just have to condition yourself to remain focused and consistently pursue the right things. Even when other people negatively affect you, maintain a positive attitude.
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  • Profile picture of the author Megyn
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    Definitely usually press on if rejected because at this point you have nothing to lose but a possible acceptance.
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  • Profile picture of the author brixcans
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    • Profile picture of the author kenmichaels
      To kaniganj, Mike, Sue, john D, old dog, hypetext, (and a few others i cant think of off the top of my head )

      At first i was wondering how did we go from hardly any sales people in here to a whats bordering on a pissing contest, over the last wk or so.

      and then i realized, who cares !!!! its starting to smell a lot like a boiler room in here with all the testosterone flowing and people trying to out do each other with there sales techniques.

      I almost forgot about the alpha dog status that goes hand in hand with salespeople.

      Whenever these pissing contests get going, thats usually when our people
      make the most sales.... So piss on brotha's piss on

      While you guys are doing that, im just going to sit here in my corner
      closing what should have been your deals
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      • Profile picture of the author Old Dog New Tricks
        Originally Posted by kenmichaels View Post

        To kaniganj, Mike, Sue, john D, old dog, hypetext, (and a few others i cant think of off the top of my head )

        At first i was wondering how did we go from hardly any sales people in here to a whats bordering on a pissing contest, over the last wk or so.

        and then i realized, who cares !!!! its starting to smell a lot like a boiler room in here with all the testosterone flowing and people trying to out do each other with there sales techniques.

        I almost forgot about the alpha dog status that goes hand in hand with salespeople.

        Whenever these pissing contests get going, thats usually when our people
        make the most sales.... So piss on brotha's piss on

        While you guys are doing that, im just going to sit here in my corner
        closing what should have been your deals
        One more and I'm gone..

        Wow! Sounds like a great sales strategy.

        How about we do a JV?

        I'll do the Pi**ing (distracting) and you close all the other pi**er's deals. (Mine are already closed that's why I'm here pi**ing around)

        That's not considered "Black Hat" is it?

        Enjoyed the match... I'm learning new tricks! CUL
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      • Profile picture of the author Michael Bucker
        Originally Posted by John Durham View Post

        Thats the difference between high probability selling and high conversion selling.

        Personally either way is fine for me... I tend to go with high probability because Im a cherry picker.
        Originally Posted by kenmichaels View Post

        To kaniganj, Mike, Sue, john D, old dog, hypetext, (and a few others i cant think of off the top of my head )

        At first i was wondering how did we go from hardly any sales people in here to a whats bordering on a pissing contest, over the last wk or so.

        and then i realized, who cares !!!! its starting to smell a lot like a boiler room in here with all the testosterone flowing and people trying to out do each other with there sales techniques.

        I almost forgot about the alpha dog status that goes hand in hand with salespeople.

        Whenever these pissing contests get going, thats usually when our people
        make the most sales.... So piss on brotha's piss on

        While you guys are doing that, im just going to sit here in my corner
        closing what should have been your deals

        Ken I love it!!! And I agree such a contest would warrant time plus I have not had much to drink today Also I would have to bow out to Jon D on this one because he is indeed the phone king. I dont pretent to know more than he does on the phone and he does not pretend to know more that I do about door to door cold calls.
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  • Profile picture of the author Jason Kanigan
    Ken, I don't feel like it's a pissing match. I give tips away that other trainers charge $$$$ for. (And then people sometimes don't seem to value them, because they got them Free.) When somebody comes in and says they have a "better" way of dealing with this or that situation, let them share it! Then we can try it and see which one works the best.

    I haven't had anything to say about those other people you mentioned, because they share techniques.
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  • Profile picture of the author Old Dog New Tricks
    Originally Posted by imnumberone28 View Post

    I was gonna start back cold calling tomorrow and overcoming the rejection part is the main thing stopping me from going forward. What are some techniques some of you marketers use to overcome the rejection.
    Sorry!
    With all the pushing and shoving going on maybe I over looked your request. You did ask for some techniques and you did say you were going cold calling. My answer was why cold call. However here's a link to some suggestions I posted on another thread.

    Your situation and info request is not exactly the same as this poster's and it is a pretty basic answer. However if your are selling a service you need to be always prospecting even when you are just out and about. I use this technique and variations all the time. Picked up three little jobs recently. It works well but not my primary tactic at the moment. Makes some nice pocket money. I even give these jobs away sometimes to my associates that I work with and JV with.

    If you find a nugget. Good for you!

    Re: Broke as a Joke

    and also

    Re: Broke as a Joke


    Good selling! Old Dog...
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  • Profile picture of the author Jason Kanigan
    Old Dog, now there is something shared.

    Anyone who needs money now: if you're able to read his link, and can get around town, you now have something straightforward to go do to make $$.

    However, it's not really about overcoming rejection (the purpose of this thread) or objections (the title of this thread)...other than a little "be prepared" commentary in tip #2. Also, you say something at the end of #2 that's eerily similar to what you wrote above in this post. Old Dog, do you have any suggestions to share about these topics?
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    • Profile picture of the author Old Dog New Tricks
      Originally Posted by kaniganj View Post

      Old Dog, now there is something shared.

      Anyone who needs money now: if you're able to read his link, and can get around town, you now have something straightforward to go do to make $$.

      However, it's not really about overcoming rejection (the purpose of this thread) or objections (the title of this thread)...other than a little "be prepared" commentary in tip #2. Also, you say something at the end of #2 that's eerily similar to what you wrote above in this post. Old Dog, do you have any suggestions to share about these topics?
      I'm not sure what you mean by the similarities between the two comments and any more suggestions. If you are asking if I'm beating around the bush trying to hint at my selling something well... I'm a salesman so I don't hardly ever do anything that may not eventually lead to my making a living (a sale) at it. ( By the way that's a million dollar sales tip! Some valuable content/nugget in this post...) Isn't that why the majority of the people are here on this forum? After all this forum is, to a large extent, actually an extremely long sales letter don't you think? There is nothing wrong with that as long as it contains good and useful content in the pre-sale right?

      Once again I want to say that I don't want to pull the poster's thread in a direction that was not originally intended by them. (Too late for that I guess!) I tried to pull out several posts back. This can be continued at anytime. Please understand I am not here to draw a spotlight to any product I may promote or be producing. Not yet anyway!:rolleyes:

      This is the reason for lack of any signature or commercial links in any of my posts to date. That will not always be the case. I am still rather new to this forum and I want those those who read any comment I make not to think my comments are meant for anything other than their enlightenment concerning any suggestion or point of view that "I" may have.

      Also remember that most forum platforms are created for discussions. The WF and its administrators have allowed it to expand considerably beyond that. I'm just trying to get some legs in this unique community before I do, as you, and many others have, use it not only as a marketing tool for learning and discussion but also as a marketplace to work in.

      I'm all for that and I support all who participate in this marketplace whether I fully agree with them or not. I want to make sure that my appearance here is acceptable to the members first, then add value if I can to the forum. Something of value first... I also want to earn my keep and give and produce good stuff for you and them!

      So if you are asking do I have knowledge (not secrets) to share the answer is yes... Do I think this knowledge is wanted or needed?.. I hope so... Do I plan on sharing all of it?.. As much as I can...(Over time.)... Do I also plan to sell here?.. Yes, eventually... Is what I have to market any good?.. The marketplace will judge that... Do I really like to help and serve people?.. Yes... Am I the smartest person around?.. No... Am I teachable and can this community and its members teach and help me?..Yes for sure!

      What I have done is, "Learn to do a simple thing extraordinarily well". Can I teach others what I have done?.. I have many times... Am I bragging?.. It's not my intention to, just stating the facts. If I can't help you and others do better then run me off or just don't listen!..

      I don't feel I have to justify what I do so this reply is somewhat unusual for me, and uncomfortable as I have said before, but it is for all who may come across it and for you Jason, to maybe understand why I'm here and what my purposes are. This is getting a little too naked for a sales and marketing guy and may be the last time I expose myself this way. I feel a draft! I have left myself wide open to any kind of comment good or bad by doing so. That's ok.

      So I don't know if that answers your question as to what else I have to offer or suggestions but it is an answer to why I am offering it. Feel free to judge my comments when you run across me out here. I do and will always respect them Jason, and anyone reading this.

      After all I can't tell you everything now can I?

      Remember "Old Dog" is the WYSIWYG warrior, nothing more and nothing less. You be the judge of its value, if any, to you.

      Remember, it's a level playing field the WF provides to all of us. A playing field that can produce rags to riches or nothing at all...

      Thank you WF...

      Old Dog...
      P.S. I am done this time for real!!! Any thing else PM me or jump in when you see me again on the WF.

      I really am a nice guy and I mean you no harm!.. Sorry again OP.
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  • Profile picture of the author universefriendly
    Remember that each NO is Closer to a YES!
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