Here's something really valuable: a free tool that can help you get a meeting when you're cold-calling or having any initial phone conversation with a potential client.

It's based on materials from my friend and mentor Barry Rhein, who helps companies increase sales with his Selling Through Curiosity system.

He emphasizes that the tool in this post is part of a program, and while the tool is useful, what's important is how effectively you can utilize this tool.

Nevertheless, the tool itself quite powerful, and I've had people tell me (when I posted something like it a long time ago) that it really does work.

Quick setup: The point of an initial conversation with a prospect is almost always to set up a "real" meeting where you can assess needs. That's when to use this tool.

Instructions: 

  1. Bookmark this post!
  2. Before you get on the phone with a prospect, click to THE 8 MOST COMMON SALES OBJECTIONS.
  3. As you talk with the prospect, listen for the objections. (Remember: If you don't hear an objection, the prospect isn't going to buy!) 
  4. When you hear an objection, click on it, and use one of the responses from the list that appears, based on your "gut feeling." This will keep the conversation going.
  5. After the prospect has spoken, echo back what he or she said. Then click on ASK FOR THE MEETING and use one of the requests, based on your "gut feeling."
  6. Trust me, you will be surprised and pleased at how easily you'll be able to move the sale forward and get the meeting.

I'd love to....

  • Of what I just said, what caught your interest?
  • Let's say you like the information...
  • Where do we go from there?
  • What information would you like me to send?
  • What are some of your priorities in this area?
  • What are some of the challenges that you face in this area?
  • How are you currently handling this kind of problem/opportunity?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS
  • I'm sorry. When you say you have no budget, that's a budget for...
  • I understand. Let's say budget wasn't an issue. What are your priorities around...
  • I understand. Let's say budget wasn't an issue. What are your challenges around...
  • I understand. Let's say budget wasn't an issue. How satisfied are you with...
  • I understand. Let's say budget wasn't an issue. What do you find frustrating about...
  • What if it turned out that we could [major solution benefit]?
  • What if it turned out that we could [major cost savings]?
  • What if there were an immediate and measurable ROI?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS

No problem. Just out of curiosity...

  • ...what are some of your priorities in this area?
  • ...what are some of your challenges in this area?
  • ...what is at the top of your priority list that we might help you with?
  • ...what if turned out we could [compelling solution benefit]?
  • ...what if turned out we could [major cost savings]?
  • ...what are some of your frustrations in this area?
  • ...what if we could give you a big competitive advantage?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS

No problem. Just out of curiosity...

  • ...what do you like about them?
  • ...what do you not like about them?
  • ...what would like to see them do better?
  • ...what prompted you to use them originally?
  • ...what complaints do you hear about them?
  • ...what are some of the challenges you face working with them?
  • ...exactly how are you using them?
  • ...around how much are you paying them?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS

No problem. Just out of curiosity...

  • ...when you say it costs too much, what do you mean?
  • ...what has been your past experience with solutions like ours?
  • ...how do you know it costs too much?
  • ...what has been your past experience with companies like ours?
  • ...what are some of your priorities for saving money in this area?
  • ...have you figured out the potential cost of not taking action?
  • ...what are your priorities in this area?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS

It sounds like you've got a lot on your plate. Just out of curiosity...

  • ...why six months?
  • ...where are your CURRENT priorities?
  • ...what are your current frustrations?
  • ...what if it turned out we could [major solution benefit]?
  • ...what if it turned out we could [major cost savings]?
  • ...what will be different in six months that would make you want to speak with me?
  • ...what are some of your current challenges?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS

Thank you for your help. Just out of curiosity...

  • ...what can you tell me about them?
  • ...what do you think their priorities will be around...?
  • ...how do you suggest that I interact with them?
  • ...what can you tell me about them?
  • ...what's your advice on the best way to get on their calendar?
  • ...what's your advice on the best way to approach them?
  • ...what's most likely to get their attention?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS

Thank you for your help. I will give them a call. Just out of curiosity...

  • ...what can you tell me about them?
  • ...what do you think is their top priority?
  • ...what are some of YOUR priorities in this area?
  • ...what are the challenges that you see them facing in this area?
  • ...what are the frustrations that you're sensing from them in this area?
  • ...at what point do they consult with you about the actual purchase?
  • ASK FOR THE MEETING
  • BACK TO LIST OF OBJECTIONS
  • What are your thoughts on having an initial conversation with us about ______?
  • What is your availability over the next few weeks?
  • How would I get on your calendar, please, for an initial conversation?
  • I would love to have an initial conversation with you about ______?  
  • What is the best way to get on your calendar?
  • What would your thoughts be on an initial appointment?
  • How might I get on your calendar?
  • When would be a good time for us to talk?
  • How does this week work, or is next week more convenient?
  • What would be your thought on at least having an initial conversation with us?
  • If we really could do [major solution benefit], what are your thoughts on learning more?
  • If we really could do [major cost savings], what are your thoughts on learning more?
  • BACK TO LIST OF OBJECTIONS
Published on: Apr 23, 2016
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