Handling Objections:

Which objections do you hear most often? These are the objections we hear from people attending our seminars:

"I’m busy now and can’t talk."

"We dont need anything."

Let’s take these objections one at a time. You’re calling a prospect you don’t know and you hear:

"I’M BUSY NOW AND CAN’T TALK."

Response: "I understand. When would be a better time to call you with new product information?"

Or

Response: " I understand. If this is your busiest time of day, I can call you tomorrow afternoon. Or would Thursday afternoon be better for you?"

These responses are designed to get the prospect to think, talk, and become involved in a conversation with you. When that happens, you have a better chance not to get shut out at the beginning of your call, and to "get your foot in the door."

You’re calling an inactive customer who hasn’t ordered from you in over a year, and you hear:

"WE DONT NEED ANYTHING."

Response: "I understand. When will you need to order again?"

Or

Response: "I understand. Last year we had the opportunity to supply you with your Ricoh copier toner. I’d like to ask a couple of questions to find outwhich one of our new supply programs you qualify for so you can decidewhether it would be worth your while to take another look at what we coulddo for you. Okay?"

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