No matter how you cut it, the thought of cold calling can be terrifying. You’re tasked with calling a complete stranger out of nowhere, interrupting their day in an attempt to try to convince them to listen to you long enough so that you can make a sale. You wouldn’t be surprised in the least if the person on the other end was at best indifferent and at worst completely enraged.
But the fact of the matter is that cold calling is an effective inside sales tool that many companies still employ to find and qualify leads, as well as turn them into customers. There’s no doubt, though, that for a new sales rep, this can feel like a daunting task, especially when the person they call seems to have every excuse in the book.
Thankfully, there are strategies that you can use to overcome them. Here are five of the most common objections that you’ll get during a call, and also common sales rebuttals that you can use in response.
“I Don’t Need It”
This is the most common response you’ll get, and it may seem hard to work with.
Rebuttal: Inquire about what their current needs are, and whether they are being met. From there, you can work on a new approach that focuses on how your product/service can meet those needs.
“I Get This Product/Service from Someone Else”
Some customers are loyal to the company they are already doing business with.
Rebuttal: What kind of solutions does the company they work with currently offer? Is there anything they wish they could do better? This will give you insights into what may convince them to make the switch.
“I Can’t Make That Decision”
The person you called may not have the authority to agree to a sale.
Rebuttal: Ask them who does, and whether or not you could have their contact info. Make sure to be polite about it.
“I Don’t Like Your Product”
For whatever reason, someone might think they already know everything there is to know about your product/service, and they already don’t like it.
Rebuttal: Get to the root of their misgivings; ask what they don’t like about it and how you could improve. It’ll give you insights into their expectations.
“I Can’t Afford It”
Whether they can or not, you’ll probably hear this excuse a lot.
Rebuttal: Gently inquire about what sort of price expectations they have – what do they consider a reasonable cost for the product? If you can, also ask about their budget; from there, you can work out ways to address their concerns and come up with plans that may work for them.
Be Persistent but Not Pushy
Cold calling is definitely daunting, but with the right amount of persistence, you will find yourself seeing more success out of your calls. The main point to remember is to make opportunities where there previously where none – always ask questions and get creative with the way you deal with responses. This is how the pros do it.
