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If you’re selling one of the more popular products or services on the market (and who isn’t?), then you probably run into this blow off all the time. Like most brush offs, prospects like to use this because it works – unprepared reps usually respond with a feeble: “Oh, O.K, well, could I call you back in 6 months?”
Being prepared with a few good scripts will allow you to get past this objection, and will allow you to qualify an opportunity where most other people will miss it. With the following scripts, I advise you to customize them to fit your personality, product or service, and then to practice them over and over again until they become automatic. Just like you should do with all scripts.
Pick your favorites from the list below:
“We’re currently working with someone else (and we’re happy)”
Response One:
“No problem at all. But while I have you on the phone, what I’d recommend you do is at least learn about a few features we offer that you may not be getting now, so if you ever need to reach out to another company, at least you’ll have an idea of what’s out there. In fact, let me ask you: Are you getting XYZ? (Mention something you offer that your competition doesn’t…)”
Response Two:
“That’s great and let me ask you: if in two minutes I can give you an idea of why more companies are switching to us, would you at least accept an email with my contact information for when you do need to consider using someone else?”
[If yes]
“Great – the number one reason companies switch to us is for XYZ – are you currently getting that now?”
Response Three:
“Who are you using?”
[Wait to hear, then]:
“That’s a good company, in fact, they are the reason that we created our (name your advantage) – it’s something that takes what they do, but makes it better – have you heard about it?”
[Listen for an opening]
“If you’re interested, I can show you two or three other things we do differently, and then you can judge for yourself if you’d like to learn more, fair enough?”
Response Four:
“That’s great – it means you’re in our sweet spot. For the future, though, you might want to know that in addition to the (product/service) you’re getting from them, we can also give you XYZ – would you find that useful?”
Response Five:
“That’s great – because things change so quickly in this market, it means that we can be a great resource for you for when you need to compare pricing or services down the line. Let me quickly ask you:
“Are you the right contact for this?”
OR
“How did you decide to use (the other company) for this?”
OR
“What do you wish they did better?”
OR
“How open would you be if we could show you how to do (XYZ)?
As you can see, these scripts are designed to start a dialogue with someone and get past their initial reflex response. If you can get someone talking to you, you have a much better chance to find an opening and create an opportunity to uncover a qualified lead.