Written By: Mike Brooks
Do not try to overcome the initial resistance you get when closing, instead, be prepared for it and earn the right to present your product or service!
So, When is an objection NOT an objection? When it comes at the beginning of your presentation.
The blow offs you get at this stage are merely initial resistance, and the last thing you want to do is try to overcome them. Instead, you must acknowledge you heard them and direct your prospect to get your proposal, quote or other material so you can engage with them and deliver your presentation.
This is easy to do if you have the right scripts and techniques to accomplish this.
Here are some sample scripts to deal with the initial resistance you get when closing:
Initial resistance #1:
“I looked it over and I’m/we’re not interested.”
“I didn’t expect you to be interested; our marketing department hasn’t yet figured out a way to get our prospects to call us back – and that’s why they hired me!
But seriously, this (product/service) has some great features that aren’t readily available in the (demo/material/information) I sent you, and it’ll only take a couple of minutes to find out if they would be a fit and benefit you.
Tell you what, do yourself a favor and spend a few minutes with me to find out how and if this would be right for you. Grab the information/quote/brochure and let me cover a few things – do you have it handy?
Initial resistance #2:
“I don’t have the time right now.”
“That’s fine ________, we’ll schedule a better time to go over this. Quick question, though: when we do get back together on this, what are some of the areas I should be prepared to go over with you?”
Initial resistance #3:
“It’s not for us/me.”
“It may appear that way now ________, and you may not have enough information nor understand it well enough to be interested. In fact, most people I call back feel the same way you do – they think this is (Quickly list one or two perceived negative points), so I don’t blame you for not being interested. I wouldn’t be either if that was true.
But ________, that isn’t how this (product/service) works. To begin with (list two or three benefits that contradict the first couple of negatives you just gave). These are just some of the things you need to be aware of before you make any decision. Do yourself a favor and get that (quote/demo/email/brochure) and I’ll show you how this might work for you, too. I’ll be happy to hold on while you grab it.”
Initial resistance #4:
“We looked at your material and this just isn’t for us right now.”
“No problem ________. Tell you what let’s do – because things change, and while this is fresh in your mind, let’s take a few minutes now to match up how this can help you when the timing is better for you. Is that (brochure, quote, demo) handy, or do I need to hold on while you grab it?”
Initial resistance #5:
“We already have a supplier or dealer or service person.”
“I know and we spoke about that earlier. Remember, I’m not calling to have you replace your current supplier/company, rather, you were looking at this to see how you might improve the results of what you’re currently getting. Tell you what, do me a favor and grab the (demo, information) and let me show you how, if you decide to branch out in the future, this might help you (fill their expressed need from your first call). I’ll be happy to hold on while you grab it.”
Do you see how this works? Again, do not try to overcome the initial resistance you get when closing, instead, be prepared for it and earn the right to present your product or service!
Mike Brooks is the founder of Mr. Inside Sales, a North Carolina based inside…
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