Here are some objection handling scripts that you can use for common gatekeeper sales objections.
What is this in regards to?
This is one of the most common objections that gatekeepers and prospects use to screen calls and a good example of why it is critical to have objection handling scripts. This question is designed to get the sales person to say something that signals that he or she is a sales person trying to sell something.
If you comply and directly answer this question, you might respond with a response that mentions that you are calling to introduce yourself, schedule a meeting, learn about their needs, etc. As soon as that type of response is delivered, a gatekeeper will immediately know that it is OK to shut you down and will do that with a response like, “Oh, we don’t accept sales calls.” From there, it is tough to recover and justify why it makes sense for you to keep going and the call will usually come to an end.
In order to avoid complying and falling into this common trap, just reply with your value statement:
Well, the purpose for my call is that we help Sales Managers to get their sales people saying the best possible sales pitch and asking the right questions.
We are not interested.
When a gatekeeper says this, you want to have objection handling scripts that try more to get around their response than trying to make them interested. To do that, redirect to one of your soft qualifying questions. Here is an example:
I understand. If I could ask you real quick, how confident are you that all of your sales resources are asking the right questions when talking with prospects?
We already use somebody for that.
If the prospect tries to end the call with this objection, you can use objection handling scripts that keep the call going by asking details about what they use. Here are examples of questions:
Oh, I see.
- How long have you been using them / with them / purchasing from them?
- How is everything going?
- What are some of the things you like about what they provide?
- What are some things that you think could be better?
- If you could change one thing about their product/service, what would it be?
- When was the last time you considered other options in this area?
Just send me your information.
More often than not, this is a blow off request from a gatekeeper. You should have objection handling scripts that try to keep the call going and here is an example of how to do that:
I can certainly do that. So that I know exactly what to send you, do you mind if I ask how confident are you that all of your sales resources are asking the right questions when talking with prospects?
We hope this helps you with your objection handling scripts.