Objection handling - Cold call

Question 1

“Is this a sales call?”

Answer 1

Label:
“Sounds like you like receiving sales calls as much as I like making them”
Question:
“Based on (TRIGGER) I believe you are about to encounter some challenges that we solved for (CUSTOMER REFERENCE).
Worth discussing for 1 minute?

Question 2

Is this a cold call?

Answer 2

Label:
“Sounds like you like receiving sales calls as much as I like making them”
Question:
“As a newly hired (TITLE) I think (BUSINESS CHALLENGE) is a priority for you right now. Mind if I share how we helped (CUSTOMER REFERENCE’s TITLE) solve that?

Question 3

Why are you calling so late?

Answer 3

Label:
“Sounds like you might be in a different time zone and the time is inappropriate”
Question:
“Can we spend 1 minute and perhaps I won’t have to call again?”

Question 4

How did you get my number?

Answer 4

Label:
“Sounds like you were not aware that your number is available online.”
Question:
“Since I might be the last person to reach you, can I explain in 30 seconds why I called?”

Question 5

I am busy right now. Call me on Friday.

Answer 5

Label:
“Sounds like you have a lot going on.”
Question:
“Mind if we put it in the calendar?”

Question 6

I can’t talk right now. I’m in a meeting

Answer 6

Label:
“Sounds like you picked up the phone expecting someone else.”
Question:
“Fridays are no meeting days a lot of folks. Would that work better?”

Question 7

Send me an email with some information

Answer 7

Label:
“Sounds like you have an interest in this topic.”
Question:
“What exactly do you need to see in that email to book a meeting with us?”

Question 8

This is a bad time. I am too busy

Answer 8

Label:
“Sounds like you are in a challenging situation.”
Question:
“Is it that you are forced to cut costs at the moment? Cause I think we have something for that if you can spare 1 minute.”

Question 9

Call me in 6 months.

Answer 9

Label:
“Sounds like something significant is happening between today and 6 months from now.”
Question:
“Mind sharing what that is so that we can have a better informed conversation when I call you in June?”

Question 10

I have to check with my boss.

Answer 10

Label:
“Sounds like this is important enough for you to speak to him.”
Question:
“Mind sharing what drives the urgency on your side?”

Question 11

I am not the right person.

Answer 11

Label:
“Sounds like you are not directly responsible for this topic.”
Question:
“Would you mind sharing who is to ensure this person is not left out of the loop?”

Question 12

You should talk to (NAME).

Answer 12

Label:
“Sounds like (NAME) is in charge of this topic.”
Question:
“Mind sharing what your POV is so that I can share this context with (NAME)?”

Question 13

I’m not interested.

Answer 13

Label:
“Sounds like you have other priorities at the moment.”
Question:
“Mind sharing how you are trying to achieve (COMMON BUSINESS GOAL OF THIS TITLE)?”

Question 14

This is not a priority for us.

Answer 14

Label:
“Sounds like you have (YOUR PRODUCT CATEGORY) 100% figured out.”
Question:
“Have you ever measured the adoption to be sure you are leaving nothing on the table?”

Question 15

We already have a vendor in place.

Answer 15

Label:
“It sounds like you are 100% happy with that vendor and see yourself working with them long term.
Question:
“Mind sharing how they do ( COMPETITOR WEAKNESS/YOUR STRENGTH)”

Question 16

We just implemented (COMPETITOR.

Answer 16

Label:
“Sounds like you have done a lot of work to make this happen.”
Question:
“Mind sharing what things are going well for you at the moment and where you see potential?”