WHEN PROSPECTS SAY, "We’re Considering Other Options"
“When making follow-up calls, how should I respond when a prospect says they haven’t made a decision yet and that they are still considering other options?”
The problem is this… 98% of the time this objection is a stall. I prefer to ELIMINATE these types of stalls from happening, rather than try and deal with them.
If you are getting this type of stall often, it is because you failed to ask the right sales questions on the previous call.
The “We Are Still Considering Other Options” is usually a sign that one or more of the following has happened:
1) You aren’t speaking with the real decision maker. It’s OK if you are not speaking with the ultimate decision maker, but it’s NOT ok if you DON’T KNOW they aren’t the real decision maker. Your sales strategy will adjust depending on the person’s role that you are speaking with. If you think they are the real DM and they are not, you are going to use the wrong strategy most of the time.
2) You did NOT get commitment that the problem (that your solution solves) exists and or that they are committed to wanting a solution
3) You failed to identify what their ideal solution looks like or would be
4) You failed to identify their time frame
5) You failed to identify HOW their decision will be made
6) You failed to qualify them on price
7) You failed to identify what the next steps are for moving forward
These are all critical sales steps that you missed (or don’t yet know how to execute) on the previous sales call. When you learn to map out and execute / intertwine all the key elements you need to know in order to win the sale, into the conversation, you will no longer have to deal with this type of objection.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
TIRED OF MAKING 100-DIALS A DAY?
Learn how to successfully sell by phone, email & LinkedIn – Live Online Sessions from Michael Pedone
CLASSES START SOON!
Register Now for Our Next 8-Week Phone Skills Improvement Program!
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Learn a step-by-step process for Cold Calling and Warm Calling
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Learn more effective Sales Questions to ask (and ones to avoid)
- 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
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
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