"I make cold calls to leads in our database. Many of these leads have been called in the past by other sales reps. The challenge I have is as soon as they hear my company name, they say: I GET CALLS FROM YOU GUYS ALL THE TIME. I'M ONLY LOOKING TO CHANGE IF IT IS CHEAPER THAN WHAT WE ARE USING NOW. We aren't always cheaper, so what can I do?"
I've been in this situation before myself, working for a company that had about 100 inside sales reps and we all had to go through recycled leads. It wasn't always fun and we would all rather call fresh leads but sometimes that just isn't an option.
Here's the good news: There is gold in those old leads but you will have to bring your "A-Game" to win them.
You, the sales person actually has the advantage in this sales call situation and here's why...
You can expect this response from your prospect. Therefore, you can (and should) be prepared for it ahead of time. Your prospect on the other hand, most likely WON'T be prepared to handle YOUR REBUTTAL.
CHOOSING THE RIGHT SALES REBUTTAL
Most sales rebuttals cause prospects to defend their response; therefore prospects react the way most of us do when our thoughts/ideas/words are challenged... They dig their heels in. And that is a no win situation. So instead of using a response that puts your prospect on the defense, lets go the opposite route.
Here's what I've found to work really well in this type of situation:
PROSPECT (AFTER YOUR OPENING STATEMENT):
Listen let me stop you right there. I get calls from your company all the time. I AM ONLY LOOKING TO CHANGE IF IT IS CHEAPER.
Mr. Prospect I'm not calling to ask you to make a purchasing decision just yet. I'm calling because (competitor 1, 2 and 3) have said the reason they use us is (_____MAJOR HOT BUTTON______) and I just wanted to ask you a few quick questions to see if what we have to offer may be of some help to you as well, would that be OK?
And just like that, you lowered their defenses and instead of trying to "CONTROL" them by asking a probing question, you've asked permission to continue with the call, but not before giving them a valid reason why they would want to.
BUT WHAT IF THE PROSPECT STILL SAYS "NO"?
OK... lets keep playing...
No, I'm not interested in changing what I have now, and I certainly don't want to pay more for it!
Mr. Prospect you may be right to stick with your current solution. Then again, there's a chance our solution could give you a competitive edge, just like we continue to do for (competitor 1, 2 and 3). I would need to ask you just a few questions first and if after that you decide its still a "NO", you'll never hear from me again, fair enough?
Now if you still get a "NO" guess what? You did your job. Move on. Your job description isn't to close every lead you come across. Your job description is to close as many QUALIFIED leads as fast as possible. If after a sequence like that, the prospect still says "NO" you can move on to the next call without reservation or self-doubt.
CSS: Chief Sales Scientist
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- How to Eliminate "No, Thanks", "Not Interested" & "We're All Set" Responses from Cold and Warm Calls
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Sales Questioning & Qualifying Skills
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills