Let’s say you’re talking with a prospect, and the conversation is going well. You’ve focused on problem solving, and there seems to be genuine interest. But then there’s an objection. What do you do?
With old cold call training techniques, you’d try to overcome the objection. You defend the potential sale.
But what if you don’t? Suppose you listen carefully instead, and give the other person your full attention. Now you’re sharing the process with them. You’re interested in what they’re thinking. You’re building trust, and you’re showing that their issues are important to you.
Here are 2 important tips for responding to objections & how to make cold calls the low pressure way:
“That’s Not a Problem”
Try using the phrase, “That’s not a problem” when appropriate. Believe me, it’s usually hard for prospects to share honestly what’s on their minds when they’re talking to you. They don’t want to disappoint you, or they’re afraid you’re going to pressure them.
So when they bring up an objection, step backward rather than forward. If you try to move things forward at this point, you’re introducing sales pressure.
You can diffuse all that by saying, “That’s not a problem.” You’ll find that others are much more relaxed and open to sharing. Because you’re showing that your focus is on them rather than on the sale.
Pause and Re-open the Conversation
Once you’ve said, “That’s not a problem,” it’s a good idea to pause rather than jump in with a solution. Let yourself focus once again on their issues.
So whenever you hear an objection, stop. Take a deep breath and physically relax. Then gently re-engage the conversation as you continue to explore the truth of your prospect’s situation.
For example, let’s look at the objection, “We don’t have the budget for that.”
You might respond with, “That’s not a problem. In many cases, clients haven’t considered a budget for this. Would you be open to a different way of looking at things that can give you a positive ROI for your business?”