These are some suggested approaches to other telephone objections that you might get when contacting people on the telephone.
Have fun. Be creative. Be mischievous, but always polite and respectful. Ask your colleagues for ideas. Ask the buyers you work with for ideas. (They’ve heard all the good ones!!)
We don’t take sale calls
1 Don’t sound like a salesperson
2 Ask “What makes you think this is a sales call?”. Or I’m looking for some input (or looking to share) some unique research.
3 I’ve a message to call Michael? (You’re not totally sure who it originally came from, you’re pa passed it to you)
We have a ‘no name’ policy. We don’t give out names
1 Find a name from LinkedIn, when you get through to them ask them who the right person is. Then call the right person using your original contact as a referral.
2 Ask for the CEO. When you get through to his/her pa ask for the right person.
3 Google the company and position, it might come up.
Drop us an email
1 Ask a question that the individual would have to refer you to the person you want to speak to.
Getting past the gatekeeper
1 Put me through to Michael, I’ve a message to he’s expecting my call. (You might email first saying you’ call)
2 My Managing Director asked me to call.
3 Sound lost and ask for the gatekeepers help.
Buyers who say they are only interested in price
1 I assume you’re interested in the total cost of ownership?
2 I totally understand, however I can only give quote you a price when I know more about your business.
In the next section we move on to advancing the sale.
NLP Sales Section Index
Recommended Sales Books
NLP Sales 1: Introduction
NLP Sales 2: Customers buying cycle
NLP Sales 3: Questions to identify your initial problem and value statements
NLP Sales 4: Getting appointments (framework script)
NLP Sales 5: Handling classic and specific objections when getting appointments
NLP Sales 6: Handling other objections (This page).
NLP Sales 7: Advancing the sale
NLP Sales 8: Closing
NLP Sales 9: Value, proposals and negotiation
NLP Sales 10: Implementation, case studies, referrals and testimonials
NLP Sales 11: New Media
NLP Sales 12: NLP approaches that make the difference.