"No, we’re not interested"

I recently came across a somewhat heated discussion at Bnet.com about how we should handle certain objections when cold calling.

It seems these days everyone is a cold calling guru and are the only ones that have the right answers. The problem is most speak from their own experience and not actual fact. So if you have a few moments, I would like to share a few of them.

The first little known fact when cold calling, is objections are part of the process and should be expected. No, we’re not interested, we don’t have the budget and send me some information are pretty much the norm, plus a few others.

The problem is most of us see objections as statements of opposition or disapproval and either attempt to defend themselves by jumping into a sales pitch, endeavoring to “rescue the call". or politely tuck their tail between their legs, excusing themselves with additional feelings of frustration and doubt, promising to follow up in a few months. Something they never seem to get around to.

Whatever the reason for the reaction, the results are always the same, poor conversion rates, inconsistent performance and plenty of lost opportunities.

Truth is that most of us simple do not know how to deal with even the smallest of objections, like “I am not interested” never mind some of the more complex ones, i.e. “We already have more business than we can handle”, “We already have a supplier” or “I can get it cheaper somewhere else or the price is too high.”

Another fact is objections are not always based on fact. What most cold callers also fail to consider is that prospects, even the most qualified and best researched ones, when presented with a cold call, present objections that are not always accurate.

One piece of information you will need to know if you plan on dealing with objections effectively. Attempting to bypass the objection, without addressing it, will allow it to remain on your prospects mind, quickly bringing your call to an unsuccessful demise.

Bottom line, objections aren't roadblocks, red flags, or stop signs. They're an opportunities to develop rapport, qualify awareness, identify interest, emphasis benefits and are the best indicators of desire and belief.

If you get caught with your pants down the first time you hear a particular objection, do not be embarrassed again and prepare for the next time. Keep in mind, practice does make perfect when you know what to practice.

I get asked often how I deal with “I’m not interested” so I thought I would share my response that I find works best for me.

“I can appreciate that. I was wonder, to help me better understand, can I ask you why.”