When they Object, you Connect
Thoughts from recent conversations, experience and reflection on the fundamentals. This blog post is a note and reminder for me as a return to fundamentals. For example:
“This is Eric Low and do you know that we can do this, that and the other thing for you? I would like to set a meeting with you to discuss this in depth and wondering whether you have a little time either later this week or early next.”
Prospect: “Great. Send me some information and I will get back to you.”
Understand. Connect. Be prepared.
“Mr. Prospect, as VP of Important Stuff for Super Mega Corp. and I understand that you are a busy person. So am I. I trust that if I send you some more information that you are going to read it and give our offer its due consideration, but, we have found that working with clients similar to you such as Awesome Inc. and Spectacular.com that we could [important business metric relative to ther job]. If I could do that for you, what would that mean to your business?”
Prospect: “That would be great for my business and I would be a true hero to everyone I know.”
Me: “Great. When is the best time for us to meet to discuss how we can do that for you?”
or
Prospect: “It wouldn’t mean anything to me.”
Me: “Great. Have a nice day.”
or
Prospect: “That would mean a lot to me but honestly I can’t meet with you right now because of blah, blah, blah.”
Me: “Thank you for being up front with me. I appreciate your honesty. When is the best time for me to follow up with you regarding this?”
In a meeting or after initial contact, when they object reconnect with why they decided to meet with you in the first place.
Key Takeaways:
1 - Talk in terms of them. Talk about the value that you bring to your prospect
2 - Prepare and research - how can you connect with this person? Check their LinkedIn. Is there something in their business history that you can use to connect? Are they mid level mgmt or and executive with P&L responsibilities? Know, relate, connect.Craft your response and connection appropriately.
3 - Know your connection before the objection. Have it in your back pocket and be ready to use it. Use it appropriately.
4 - No one bats 100%. Realize where you can win and where you can lose and move on to the next step.
5 - It is a small world. You are a professional. They are a professional. Act that way. Treat them that way.
I know that this is all taught in Sales 101 but it is something that I needed to be reminded of. Always practce the fundamentals. Even Derek Jeter takes ground balls ever day.
Thoughts from recent conversations, experience and reflection on the fundamentals. This blog post is a note and reminder for me as a return to fundamentals. For example:
“This is Eric Low and do you know that we can do this, that and the other thing for you? I would like to set a meeting with you to discuss this in depth and wondering whether you have a little time either later this week or early next.”
Prospect: “Great. Send me some information and I will get back to you.”
Understand. Connect. Be prepared.
“Mr. Prospect, as VP of Important Stuff for Super Mega Corp. and I understand that you are a busy person. So am I. I trust that if I send you some more information that you are going to read it and give our offer its due consideration, but, we have found that working with clients similar to you such as Awesome Inc. and Spectacular.com that we could [important business metric relative to ther job]. If I could do that for you, what would that mean to your business?”
Prospect: “That would be great for my business and I would be a true hero to everyone I know.”
Me: “Great. When is the best time for us to meet to discuss how we can do that for you?”
or
Prospect: “It wouldn’t mean anything to me.”
Me: “Great. Have a nice day.”
or
Prospect: “That would mean a lot to me but honestly I can’t meet with you right now because of blah, blah, blah.”
Me: “Thank you for being up front with me. I appreciate your honesty. When is the best time for me to follow up with you regarding this?”
In a meeting or after initial contact, when they object reconnect with why they decided to meet with you in the first place.
Key Takeaways:
1 - Talk in terms of them. Talk about the value that you bring to your prospect
2 - Prepare and research - how can you connect with this person? Check their LinkedIn. Is there something in their business history that you can use to connect? Are they mid level mgmt or and executive with P&L responsibilities? Know, relate, connect.Craft your response and connection appropriately.
3 - Know your connection before the objection. Have it in your back pocket and be ready to use it. Use it appropriately.
4 - No one bats 100%. Realize where you can win and where you can lose and move on to the next step.
5 - It is a small world. You are a professional. They are a professional. Act that way. Treat them that way.
I know that this is all taught in Sales 101 but it is something that I needed to be reminded of. Always practce the fundamentals. Even Derek Jeter takes ground balls ever day.
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