These are the seven most common objections that cold callers hear from customers--and a few smart ways to respond to each.
The purpose of cold calling is to begin a dialog with a customer. Unfortunately, for a variety of reasons, customers are often reluctant to have that conversation.
This does not mean that customers shouldn't actually have that talk. In fact, one of the major reasons that customers don't want to speak to a solution provider is that they're in denial about the problem.
That denial often takes the form of an "objection" to having a conversation. So these objections do not mean that the customer is uninterested or does not need or want what you're offering. Quite the contrary.
If your product really were of no interest, the customer would merely hang up. The fact that he or she bothers to surface an objection is a sign that the subject matter is important enough to get on their radar.
7 Objections (& How to Respond)
With that in mind, here are the seven most common objections, each with a list of possible responses that will keep the conversation going long enough so that the two of you can determine if there's really a good match.
Bear in mind that you shouldn't use all of them: Just pick the one that makes the most sense for your conversation.
Note: These lists come one of world's top sales trainers, uber-guru Barry Rhein.
1. 'Send me some information.'
2. 'We have no budget for that.'
3. 'That's not my priority right now.'
4. 'We already use [competitor's product].'
5. 'It costs too much.'
6. 'Call me back in [some period of time].'
7. 'Someone else makes that buying decision.'
Like this post? If so, sign up for the free Sales Source newsletter.