Handling the 5 Most Deadly Sales Call Objections Flashcards

I DON'T HAVE TIME TO TALK.

[First Name], I totally understand how hectic your day is, and I can only imagine the type of pressure you are under, but the information I have to share with you is meant to make your job a lot easier, and show you how to both enhance the optimization of your network monitoring tools and save your company money.

Again the progam only takes 25 minutes, but if within the first 5 minutes of my presentation you don't see the value, you can just say so and drop off. Is that fair enough?

(If Yes) Great, lets work with your schedule and is [ Date & Time ] work, or is [ Date & Time ] better for you?

Oh one more thing [First Name], is there anyone else in your organization that would be interested in this presentation? Great, Shall I send an invitation and what is their contact information?

I'M NOT THE RIGHT PERSON.

[First Name], thank you for taking time to answer my call. Understanding you are not the person who is responsible for infrastructure purchasing or design, who should I be talking to in your organziation that oversees security or performance monitoring tools?

[Wait for answer] [If they state the name of the person, ask for more contact details and end by asking:

Thank you [First Name], may I use your name when I talk with [person's name]?

End conversation with thanking them again and move immediately to follow up with the new contact.

WE USE COMPETITOR PRODUCT, NOT INTERESTED.

[First Name], that's fantastic. [Comptitor's Name] are well respected in the network packet broker sector, and as you know, there is no one company or product that can give you all the features and functions you need. Isn't that correct [First Name]? (wait for answer0

I DON'T HAVE TIME TO TALK NOW.

[First Name], not a problem. May I call you back later today around [state time] or is early morning better...say [Next day and time].

[Wait for answer then give them a call on that time/date]

Note: Once a lead gives you a time/date to call back and say they don't answer, make sure to leave a voice mail that states:

Hello [First Name], sorry I missed you. I believe you said call back at this time. Let me try to call you again or call me [Your Name] at my direct number [Your Number].

Again its [Your Name] at my direct number [Your Number].

NOTE: Talk slowly and precisly leaving a message.

ALL NETWORK PURCHASES ARE HANDLED BY OUR PURCHASING DEPARTMENT

Thank you [First Name], but prior to going to purchasing are you the person responsible for network vendor review? Or perhaps you can tell me who I should talk with about network monitoring tools either performance or security based?

[If NO] I understand. Before I let you go, I know you said start with Purchasing Deptartment, can you give me any ideas on how to approach them? [Wait for answer and thank them...]