Objection Handling Flashcards
All objection handling is followed by either the close or a question from the 3.
Not interested (pre pitch)
I totally appreciate I’ve called you out the blue today, just to make sure I’ve done my job properly. If I could show you a list of businesses that fit your ideal customer profile that came onto your website this week, completely free of charge, is that not a list you’d want to see?
Not interested/ (post pitch)
I totally appreciate I’ve called you out of the blue today, but if you don’t mind me asking before I let you go, how is it you’re currently generating new business at XXX.
Send me an email (post-pitch)
Yeah of course What is your email. (take it down).
I totally appreciate I’ve called you out of the blue today, but just so I can tailor that email how is it you’re currently generating new business at XXX.
Send me an email (post value build)
Yeah of course what is your email. (take it down).
Now XXX, I completely appreciate I’ve called you out of the blue today but to be completely honest with you, there won’t be any new information in that email. So if this is something your interested in, why don’t we meet halfway and I’ll send you that email but we also get some time into the diary so I can show you how it works and answer any questions that you may have?
How does XXX or XXX look for you?
Whats this going to cost?
Great question, that’s actually the reason for my call, as our pricing is completely bespoke and based on the traffic levels we pick up during the 7-day trial. So, at this very early stage all it’s going to cost you is 20 minutes of your time.
(ask another question move away from objection)
The site is only there for info
Great, a lot of our best clients felt the exact same before they ran the trial, but put it this way in my lunch breaks I’m not checking out XXX websites to kill 5 mins before I start calling again. So neither are your prospects.
Therefore anyone who comes onto your website is there because they have a really specific need, but they are probably just checking out your competitors too.
So, yes I imagine there be some of your existing customers on there for information, but if in a weeks time I could show you 10 new businesses that you’d want to work with that had been on the website, free of charge, surely that would be a list you’d want to see?
Too Nicce
That’s great to hear, and that means that everyone who’s on your site has a really specific need, think about it if they’ve gone through the trouble of finding your website, why else would they be there?
Exactly- so if we could provide you with that list of businesses, that’s information you’d want to see right?
The big 3 questions of deflection and additional value.
- I’m just wondering how it is that you generate new business at XXX.
- If I could generate a list of businesses who’d been on the website how do you think you’d follow up with that information?
- Just out of curiosity, what does your ideal customer look like?
Google analytics
Great that you recognise the value in tracking website traffic - the major difference between us I describe it as volume vs visitor so GA will show you the volume in how many visits you’ve had to the site, whereas we’ll track each visitor showing you who they are and what they’ve been looking at.
Option 1: Let me show you the differences, I’m guessing you’re in front of your computer?
Option 2: How do you generate new business at the moment?
Updating the website
What are your reasons for updating?
Okay- so if you’re updating your site because it [is outdated], then your prospects will be feeling that too, and may be bouncing off to enquire with a competitor instead.
So if we could show you who those prospects are before they have a chance to bounce off, that’s got to be worth taking a look at, right?
Great, now with this updated website is there any additional marketing you’re hoping to do to bring businesses onto it?
No budget (we’ll be exploring new tools/marketing in XXX amount of time)
What sort of marketing tools are you currently considering?
Okay, thats great! But surely if between now and XXX we were able to provide you with a load of businesses that had come onto your website before you start allocating budget to increase traffic, that would be really useful information to both maximize opportunity from your current traffic, and optimize your spending come XXX?
Okay great, so is there anything you have in place for the time being to generate new business?
Use competitor
It’s great to hear you already understand the value of a tool like ours.
Although we pioneered this software 15 years ago and while XXX provides you with 3rd party publically available data we actually own the largest IP database globally at around 2 billion business IPs, this means we typically outmatch XXX, by about 40%.
So if we were able to provide you with a significantly higher number of leads than XXX, surely it would be worth running a side-by-side comparison free of charge?
Surely they’d contact me if they were interested?
Yeah that’s a great point, let me ask you this. What was the last thing you bought for the office?
And did you buy from the first provider you looked at?
So your propects will be shopping the market too, the research shows that companies will compare up to 12 businesses before making a buying decision. So most likely the only reason they’ve not contacted you is because they’ve contacted a competitor.
Therefore a well timed, tailored email or phone call they’d be silly not to listen to while they were in the process of making a buying decision.
So if I could show you a list of businesses in the market for your XXX services this week, how do you think you’d follow up with them?
