Overcoming Buyer Rejections During Challenging Times

Overcoming buyer rejections when trying to make sales during these times can be challenging.  Many retailers are cutting back or even closing their businesses.  It may not seem like now is a good time to promote your products.

But on the other hand, this might be the best time to approach buyers.

Sales Gravy recently posted an article by Jason Eastmon that I would like to share

The Five Most Common Prospecting Objections in a Crisis

Here are the five most common objections you are likely to get in a crisis. You may hear them with slightly different words, but you’ll be able to identify and dispel them with preparation. …

  1. I’m too busy.

Well, now we know that this timeless, classic line is never going to stop being deployed by prospects.  The reason why is that it’s so effective; it just works.  Salespeople run and hide from this because any response seems insensitive.  Try something like this:

  • Ledge: That’s exactly why I called.
  • Disrupt: I know that you’re exceptionally busy, so that’s why I want to get on your calendar so that I don’t interrupt.
  • Ask: So, can we get together virtually Tuesday at 3 or 4 pm?

2. We’re all working from home.

It makes me laugh when I hear this.  I want to say, “Great!  I’m glad I caught you working.”   Let’s try this:

  • Ledge: Most of the customers I talk to are, so I figured you might be too.
  • Disrupt: I’ve been working from home myself for weeks, and it’s nice to still be productive.
  • Ask: I know that working from home is quite a shift, so how is that going for you?

You don’t always have to ask for the meeting.  They’ve thrown something out that isn’t really an objection; it’s more of a wet noodle that they want to see if it sticks to the wall.  Explore it – you’ve got another thing in common with them so use it.

3. The budget is unclear right now.

This is also not a new one, but it’s an effective way to throw off unprepared salespeople winging their prospecting blocks.  That won’t be you, so try one of these:

  • Ledge: Thank you for sharing that with me.
  • Disrupt: I’m calling because of that very reason.  Many businesses are using this uncertain time right now to prepare for when the smoke clears – and it will clear.
  • Ask: Even though there may not be an opportunity for me right now, I’d still love to meet with you to learn more about your issues and see if it makes sense to collaborate on a plan.  Does Wednesday at 10am work for a virtual meeting?

OR

  • Ledge: That’s exactly why I’m calling.
  • Disrupt: The current crisis has everyone scrambling, but many businesses like yours are preparing now by leveraging us strategically so that when the dust settles, they’re ready to roll.
  • Ask: It would be great to see if some of these ideas work for you and your business, so how does Friday at 11am work for you?

4. We’re not meeting with any vendors at this time.

This could mean several different things, but you need to decide what it means to you and leverage a response.  Here’s one for you to try:

  • Ledge:  I hear that often.
  • Disrupt:  I know that things are crazy right now, and many of my customers have experienced a lot of value in meeting with me virtually.  It looks like virtual is just the new normal for a while.
  • Ask:  Can we meet on Monday at 11:30am?

5. We need to wait until the dust settles.

You’re definitely going to get some version of this if you’re prospecting, so it’s important that you are ready for it.  It’s a cry for empathy and understanding.  It’s an admittance that things are chaotic and uncertain.  It’s also likely a cry for relevancy and answers to any of the problems making them feel like they’re drowning.  Time to shine.

  • Ledge:  Wow, that is something I completely understand, and I’m really looking forward to it myself.
  • Disrupt:  That said, most of my customers are finding comfort in knowing that there are some ways to get ahead of that with some strategic planning.
  • Ask: I realize that it might not be the right time to make a move, but it’s always good to have a plan.  How is the organization expecting you contribute strategically right now?

Great ideas and scripts.  Read the Full Article

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