A Better Way To Handle Objections

What objections are you hearing most often? Here are common examples:

When most of us hear an objection, we immediately feel the need to respond with a rebuttal. However, this can seem argumentative to prospects. It also tends to cause the prospect to rehash the objection and stay focused on it.

Here are sample questions you could ask for some of these objections:

"I'm not interested"

Sample Questions:

Q: Can I ask why you feel we wouldn't be a fit for your company?
Q: When we worked with XYZ Company, they had a challenge with __________. How does that relate to your situation?

"I'm too busy" or "Call me back next week to schedule something"

Sample Questions:

Q: Let's look further out in our calendars if we need to. What is your availability on __________?
Q: What types of projects are getting your attention this week?

"We already have a system and we're happy with it"

NOTE: When this objection comes up, it's usually because we focused too much on our products and solutions in the call, instead of focusing on their problems and initiatives. Analyze your Opening Statement/Value Proposition and make sure you aren't narrowing your call down to specific products or services that prospects can box you into.

Sample Questions:

Q: What do yo have in place? How long have you had it for?
Q: What strategies have you explored to help the company (reduce costs, increase ROI of your system, etc)
Q: A lot of companies I'm talking to in your industry are focused on (recruiting, employee retention, reporting, etc). What initiatives do you have around this?

Here's an idea: Sit down and list out every objection that comes up in a call. Then, jot down 2-3 questions you could ask for each objection. Make sure that the questions lead you to an opportunity--this usually means that you should uncover a problem or initiative.

Last, but not least, stay politely persistent. On average, you should be asking for the appointment at least twice on every call.