I’m not interested.

The answer

"This sounds like it might not be a priority right now. But typically, when I talk to Sales Directors, they’re struggling with these 3 things, (X, Y and Z). Is that currently on your radar or am I just completely missing the mark here?"

Is this a sales call?

The answer

"Hey, you know, this actually is not a sales call. The reason for this call is to see if you're interested in getting on a sales call.”

“Nothing too crazy, just to quickly explain what I think might be able to help you and your organisation based on my research. And if that's not interesting to you, it's okay to tell me ‘no’ and we’ll part ways."

I’m using a similar product.

The answer

"How would you rate your current vendor most of the time, on a scale of 1 to 10?"

Can you call me back next quarter? 

The answer

"Sure! Before I go, I’d like to get a sense of where you’ll stand next quarter. Do you think your superiors will give you the go-ahead to invest in (product)?"

This is too expensive.

The answer

"I believe (product) can help solve (challenge) you shared with me, (first name). Here’s how…"

I’m going to get some quotes for comparison.

The answer

"I’m convinced that we’ll be able to save you money just like we do our other clients. But I understand the need to compare. May I ask how many other quotes you’ll be getting and from who?"

We don’t have a big enough team for this.

The answer

"I see, and I want (product) to add value to the team you have. How big are you at the moment and what are your current day-to-day responsibilities? I’m asking because I believe (product) once onboarded, might alleviate some of those responsibilities opening up your team to do what they do best."

I saw a bad review of your company.

The answer

"We’ve resolved (issue) and now offer (fix). I’ve got a case study from (client) that expands on this. Would you like me to send it over?"

Hi, you’ve reached ( prospect name) please leave a message…

The answer

"Hi (first name). It’s (your name) from (company) here. I wanted to follow up/ discuss how (product) can help solve (pain point). Please let me know what time you’ll be available. Thanks!"

We’re using your competitor and are happy with them.

The answer

"That's great to hear! If you don’t mind me asking, why did you choose to go with (competitor)?"

TOP TIP: never attack your competitor - it will do more harm than good. Instead remain professional and explain how your product is different. 

(Competitor) is cheaper.

The answer

"Yes, (competitor) is cheaper but they don’t offer (feature/s). At the end of the day (feature) is going to be well worth the extra expense."

TOP TIP: Offer social proof if you can.

I don’t see any ROI potential. 

The answer

"There’s definitely potential. I’d love to show you and explain how, (first name). Are you available this week for a more detailed call?"

I’m busy.

The answer

"I completely understand, and I don’t want to waste your time. I can tell you about (product) in 2-minutes. If you’re interested I’ll email you more information, if not I won’t call again. How does that sound?"

How did you get my information? 

The answer

"I came across your website and thought I’d reach out because I believe (product) would be a great fit for (company name)."

I’ve never heard of your company.

The answer

"We’re a company that (explain your product). I’d love to chat to you about (pain point) and see how we can help." 

Our process is working well, we don’t want to change anything.

The answer

"Oh that’s fantastic, so what is it that’s working so well?"

How did you get my information? 

The answer

"Hey, I didn't mean to catch you out of the blue. What would be the preferred method of communication moving forward?"

OR

"Hey I know this is your personal number, I didn’t mean to disturb you. Do you have 30 seconds to hear me out? If it's not relevant you can hang up on me but if it's relevant we can schedule some time."

We don't have the budget for this right now.

The answer

“I understand. You said you were struggling with (insert pain point). Would it be fair if we had a short call to show you how our solution can fix that problem?” 

“That way you have at least been through the review process, so when the time is right you know where we are and how we can help you”.