Prospects usually have a few tried-and-true brush-offs they use when they don’t want to talk to a salesperson. Here are a few truths about these objections and how to handle them:

• Challenge prospect brush-offs, such as “Send me a brochure” with quiet but confident statements that keep the call alive. Example: “We’ll get a brochure right out to you, but I’m prepared right now to discuss how we can help your company.” Don’t be easily dismissed.
• To avoid “We’re happy with our present supplier” objections, demonstrate your knowledge of the prospect’s business and offer ideas on how you can make a difference.
• Don’t be blindsided by common obstacles prospects create when trying to avoid salespeople. Think about them ahead of time and plan your way around them. The last thing you want to do is figure out how to deal with them when you’re on the phone with the prospect.
• Don’t focus too much on your products or services. That can create objections for the prospect. Instead, focus on the business results your products or services can provide. Think about the objections you encounter on a frequent basis. Analyze what you might be doing to create problems for yourself.
• Recognize that there’s never enough money in the budget, a common response when a prospect wants to get rid of a salesperson quickly. It’s your job to help your prospects get money in the budget so they can buy your product or service.
• Don’t take their behavior personally when prospects are rude or abrupt. These prospects have not singled you out of the crowd and decided to treat you this way. They probably treat all salespeople this way. It says more about them than about you. Separate the behavior from the person.
• Don’t let their negativity, contrariness and toughness define your response. That’s something you can decide. Don’t allow yourself to get drawn into that game.

Qualifying questions

Before you write a prospect off completely, it may be a good idea to ask yourself a few of these questions:

• Are you calling on the right prospect? It’s possible you’re not getting through because the prospect isn’t right for the product or service you’re selling. Do a little research to make sure you’re calling on the right prospect. Getting to the wrong person will only waste time, and it may even prevent you from meeting with the real decision-maker.
• Are you calling at the right time? You may be making your calls at a time that’s inconvenient for the prospect.  It might be a good idea to ask what time would be appropriate for your next call.
• Are you selling what the prospect wants to buy? Wasting time on prospects who have no need for your product or service will only lead to frustration.

Tags: brush-offs, budget, cold calling, objections, prospects, research, salespeople