I am in a meeting.
I am on a long-distance phone call.
Now is a bad time to talk about this.
I'm too busy to think about this right now.
Send me some information and I'll get back to you.
If you are, you are guilty of surrendering to these excuses.
Giving up here is not the same as disqualifying them as potential customers. For the first two minutes of the conversation most of what they'll tell you things that are only partially true or an outright lie to get you off the phone. This is their automatic process of resisting anyone who phones them. You need to get past their reflex by doing what most people won't - keep going
You need to be able to create opportunities for the call to continue.
The first 30 seconds of the call buys the next minute of talk time, which leads to the next minute until we have been fully welcomed inside.
The most uncomfortable point in the call is at the tipping point when the prospect is just about to let you inside. You've reached the outer limits of their comfort zone and want to return to it. One or two more questions and you will know if you have a real prospect on your hands, but you must stay in there and ride the call out all the way to end. You will need to be prepared to fight for the sale at the start.
They will want to retreat back to their comfort zone of 'Not Interested.' They are not resisting you or your product, but the context of what is occurring. They are not interested in someone calling them, and that is all they are thinking about. Be the square peg being forced through the round hole when they resist. They will expect you to fold but it's something you're simply not capable of doing..