More on preparing for sales calls.
As I said before, one of the best ways to prevent objections is to think about them before they come up and create a series of qualifying questions that answer them. Many objections are what are called brush-off objections. I like to think of objections as OGGI or Opportunities to Gain and Give Information.
When you are doing business development you must be able to deal with these brush-off objections.
- I’m not interested.
- I don’t have time.
- I’m happy with my current vendor.
- I don’t have any budget.
- I tried you before and you didn’t work.
- You are too expensive.
- Your quality isn’t good enough.
- It’s too hard to do business with you.
And, the way to deal with all objections is to use a principal from improvisational comedy. It’s called “Yes, and…” Rather than “No, but…”
Think about your relationship for your significant others. Suppose you and your wife were discussing where to go on your vacation and your wife suggested staying at her mother’s again. Would you say, “That’s the stupidest thing I’ve ever heard?” You might, if you really, really wanted to sleep on the couch.
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You would probably say, “Sweetie, you make a very good point. I do love spending time with your mother. And, we spent the last two vacations with her. And, what about this as an idea? I can speak at the convention at the resort for an hour and they will comp us a suite for free for a week. With your air miles the vacation would be almost free. And, your mom could join us!”
Do you have your “Yes, and…” responses to each of these objections?
“I’m not interested.”
“Of course, you’re not interested Mr. Jones. If you were, you would have called us. And, I completely understand that most people who call on you have no idea how to save you money on your production process. Billy Bob, over at ABC Plastics thought we were wasting his time too-until we showed him how to save 4% on raw materials and 5.5% on labor on a process I believe is very similar to yours. I would love to come by, check out your assembly line and see if we could get you that kind of savings. What would it take to book an appointment for a short meeting?”
1. Make a list of all the common objections that you have faced in the past.
2. Prepare counters to them use “Yes, and…” rather than “No, but…”
3. Practice these counters