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YOUR PROSPECT SAYS, "I really don't want the hassle in switching"
A sales objection is merely a form of resistance that your prospect uses to determine whether or not they will do business with you! If you're able to overcome their resistance then you will soon find out that sales objections are "opportunities" rather than "obstacles" to doing business. A sales objection is a way for your prospect to get more information from you and one of the best ways to get more information is to ask questions. Try asking the following questions when handling the following sales objection: "I really don't want the hassle in switching."
You could respond with any one of the following questions to engage your prospect with additional dialogue:
1. "What makes you so loyal to (Insert the name of your prospect's vendor here)?"
2. "(Insert the first name of your prospect here), I can understand why you would have no interest if you haven't first heard the benefits?
3. "What in particular do you like the most about (Insert the name of your prospect's vendor here)?"
4. "I've heard others respond in the exact same way, but then when we sit down and compare similar products and services we are able to significantly (Insert a benefit statement here)."
5. "What do you most like about (Insert the name of your prospect's vendor here)? What do you least like about (Insert the name of your prospect's vendor here)?"
6. "(Insert the first name of your prospect here), when you say that you don't want the hassle in switching, can you expand on that?"
7. "When was the last time you had a review of your relationship and how do you know for sure that your're getting the best deal?"
8. "In business, it never hurts to see your other options, do you have a current back-up plan in case your vendor drops the ball?"
If you like these responses then you will without a doubt want to DOWLOAD Pop Icon's eBook entitled: "113 Common Sales Objections, 192 Clever and Savvy Responses"
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