This next section helps you with prospects who don’t like cold calls.
| Objection | Label | Question |
|---|---|---|
| Is this a sales call? | Sounds like you like receiving sales calls as much as I like making them | Based on (TRIGGER) I believe you are about to encounter some challenges that we solved for (CUSTOMER REFERENCE). Worth discussing for 1 minute? |
| Is this a cold call? | Sounds like you like receiving sales calls as much as I like making them | As a newly hired (TITLE) I think (BUSINESS CHALLENGE) is a priority for you right now. Mind if I share how we helped (CUSTOMER REFERENCE’s TITLE) solve that? |
| Why are you calling so late? | Sounds like I lost track of time | Can we spend 1 minute and perhaps I won’t have to call again? |
| How did you get my number? | Sounds like you were not aware that your number is available online. | Since I might be the last person to reach you, can I explain in 30 seconds why I called? |
This next section helps you with prospects who are always busy and try to get you off the phone.
| Objection | Label | Question |
|---|---|---|
| I am busy right now. Call me on Friday. | Sounds like you have a lot going on. | Mind if we put it in the calendar? |
| I can’t talk right now. I’m in a meeting | Sounds like you picked up the phone expecting someone else. | Fridays are no meeting days a lot of folks. Would that work better? |
| Send me an email with some information | Sounds like you have an interest in this topic. | What exactly do you need to see in that email to book a meeting with us? |
| This is a bad time. I am too busy | Sounds like you are in a challenging situation. | Is it that you are forced to cut costs at the moment? Cause I think we have something for that if you can spare 1 minute. |
| Call me in 6 months. | Sounds like something significant is happening between today and 6 months from now. | Mind sharing what that is so that we can have a better informed conversation when I call you in June? |
This next section helps you with prospects who don’t seem to be the right point of contact.
| Objection | Label | Question |
|---|---|---|
| I have to check with my boss. | Sounds like this is important enough for you to speak to him. | Mind sharing what drives the urgency on your side? |
| I am not the right person. | Sounds like you are not directly responsible for this topic. | Would you mind sharing who is to ensure this person is not left out of the loop? |
| You should talk to (NAME). | Sounds like (NAME) is in charge of this topic. | Mind sharing what your POV is so that I can share this context with (NAME)? |
This next section helps you with prospects who don’t seem to have an interest in what you have to offer.
| Objection | Label | Question |
|---|---|---|
| I’m not interested. | Sounds like you have other priorities at the moment. | Mind sharing how you are trying to achieve (COMMON BUSINESS GOAL OF THIS TITLE)? |
| This is not a priority for us. | Sounds like you have (YOUR PRODUCT CATEGORY) 100% figured out. | Have you ever measured the adoption to be sure you are leaving nothing on the table? |
| We already have a vendor in place. | It sounds like you are 100% happy with that vendor and see yourself working with them long term. | Mind sharing how they do (COMPETITOR WEAKNESS/YOUR STRENGTH) |
| We just implemented (COMPETITOR). | Sounds like you have done a lot of work to make this happen. | Mind sharing what things are going well for you at the moment and where you see potential? |