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Handling Objections – I do not have time

Think of this as an opportunity to better understand the client’s perspective.  An approach to getting this objection less often, learning about why you got this objection and how you might respond…

 

Is it convenient for the client to talk?

If you are contacting someone that is not expecting your call, they may view your call as an interruption in their day.  How to solve this?  Ask the question I have extracted the most mileage out of for 37 years…”Is it convenient for you to talk?”

 

Why are you getting this objection?

There could be several reasons…those near the top of the list:

·      Not enough prep work to get a referral to the contact

·      Not perceived as understanding their business, challenges

·      Contact does not yet understand value your company provides

·      No burning issue that matches what they perceive your company provides

·      Actually busy

 

            


      

How do you get this objection less frequently?

Invest the time to get a referral to the contact you are pursuing and/or to find another path to the contact.  Many great options here to listen/learn and get guidance…

·      Peer of yours, from another company, that has done business with your contact

·      Co-worker, former co-worker that knows the contact

·      Another contact at the client that knows you/your company

 

An option for responding

Even if you have been referred and get the objection, give the contact a choice…”Would it be more convenient to connect early next week or sometime the following week?”  Proceed from there to specific date, time.

 

Focus your energy and curiosity on getting the information/guidance you need, so…when you reach out to potential clients, you get a warmer reception.

 

 

 

Marc Kitz, Sales Coach 

860-836-8979 

 

 

Checkout my Sales Coaching blog - https://marckitz.com/

 

 

 

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