Let’s continue with some more objections that you can get your sample call script ready for.
We already use somebody for that.
One of the objections that comes up again and again is that the prospect says that they already use someone for what you do. This is very understandable as unless we are selling something completely new or something that prospects don’t have to have to run their business, they are likely already using something.
The real important thing to be aware of here is that using something already may be a reason to not purchase what you sell, but it is not a valid reason to not talk at all. And if you are prospecting, you should be focusing on selling the meeting and not the product anyways. So the response that they already use somebody is not a valid reason to not meet.
You may be thinking that that makes sense but it still does not help with how to respond to the objection. The answer to what exactly to do is you can either reply with a response in your sample call script that redirects to one of your qualifying questions. Here is an example:
Oh, I understand. And I want you to know that we are actually not trying to sell you anything at this point as we don’t even know if you would fit with what we do (optional). How often do you experience errors in your invoices?
Or you can respond by asking questions about what they are using today:
Oh I understand. Who are you guys using if you don’t mind me asking? How is that going? What do you like about them? What don’t you like?
Just send me some information.
This is a very common objection as prospects and gatekeepers can use it and not look rude. This objection can come up at two different times. If early in a call, it is a blow off and you can redirect to one of your qualifying questions.
I can definitely send some information over. So that I know exactly what to send over, I have just a question or two. How often do you experience errors in your invoices?
If the objection comes up late in a sample call script, this is more of a lack of a desire to make a commitment than a blow off. Here is a response:
I can definitely send some information over. What is it exactly that you want information on and have questions about? It would probably be easier if we just scheduled time to talk on another day to go through your questions and information together instead of me just dumping a bunch of information on you.
We cannot make any changes right now.
This objection is similar to the prospect already using somebody. It is a valid reason to not purchase but not a valid reason to not talk. You can reply by redirecting to one of your qualifying questions.
Oh, I understand. How often do you see errors in your invoices?
We do not have any budget right now.
This can be handled in the exact same way in your sample call script as the previous objection. But you may want to stress the fact that you are not trying to sell anything.
Oh, I understand. And I want you to know that we are not trying to sell you anything and more so just trying to open up the dialogue between our two companies. How often do you see errors in your invoices?
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