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Sales Gravy - Prospecting Objections Workshop - 23/08/23 - Coggle Diagram
Sales Gravy - Prospecting Objections Workshop - 23/08/23
What do you want to get out of this?
better at handling objections
more confidence on cold calls
Prospecting
The Rule of thirds
1/3 of people will always say" yes
1/3 of people will always say no
1/3 of people will be a toss up
The real secret to prospecting success is confidently turning around objections
Prospecting Objections
ALL PROSPECTING OBJECTIONS CAN BE ANTICIPATED
(ALL OBJECTIONS)
3 Categories of objections
Reflex response
eg. not interested
happy with provide
im busy
not a good time
not in the budget
?? too expensive
not a priority
Brushoff
eg. avoidance of conflict - email me etc. send me some info
just give me the price
send me something
email me
Objection
eg. has meat to it, because or a why, eg. i am in a contract etc.
we handle it in house
we tried it before and it didnt worl
stuck in a contract
not in the budget
too expansive
not a priority
bad experience with you company
never heard of you
seen negative things online
The science behind the hurt
the reason you are scared to pick up the phone is the "FEAR OF REJECTION"
its so built into our DNA that its in our fight or flight response
FIGHT or FLIGHT response
we need to give our selves time to get back to our rational response
THE OBJESTION HANDLING FRAMEWORK
3 STEP PROSPECTING OBJECTION TURN AROUND FRAMEWORK
1: THE LEDGE
the magic quarter second that pouts your rational brain in executive control of your disruptive emotions
it needs to be affirmative - positive not disagreeing - no but or however etc.
it is a statement - eg. got it
FOR EXAMPLE
GOT IT
I HEAR YOU
I UNDERSTAND
DO NOT USE IT COS IT HAS BEEN OVERUSED AND SOUNDS DISINGENUOUS
THEY THINK "HOW COULD YOU UNDERSTAND COS YOU ARE NOT IN MY SHOES - YOU DONT KNOW"
THAT MAKES SENSE
NO WORRIES
THATS GREAT
THATS FANTASTIC
you can never say BUT after your ledge
or you will undo the point of the ledge
2: DISRUPT
say things that the prospect doesnt expect
O = i'm too busy > Got it I thought you would be and that is why i am calling to find a time that works best for your schedule
O = We are happy with our current vendor > Thats great if you are getting great service at a great price then you should never change, the purpose of our meeting is for me to learn more about you and your current challenges so that we can be a resource if anything changes in the future.
O = not interested > got it, most people aren't until they see the benefits that our company can offer
O = just send me an email or send me some stuff > got it, i have loads of information i can send to you, share with me what it is that you would like to send specifically
O = can you just send me a quote > all of our pricing is customised per project and client and the purpose of the meeting is to learn more about you and your current challenges so we can customize a solution for you.
IT SHOULD BE ALL ABOUT THEM NOT ABOUT YOU
3: ASK
Ask for the appointment - Give a specific time and date - NOT AN OPEN ENDED NEXT WEEK ETC
how about Tuesday at 2
YOU MUST HAVE - RELAXED ASSERTIVE CONFIDENCE
you should not be dealing with more than 2 objections in 1 call
if you are getting a lot of objections - then say - to be honest it sounds like you dont want me to send you anything and you really dont have any interest - would that be fair to say?
How about i call you back next quarter to see if anything has changed??