When looking at a sample call script, it is important to look at how to respond to the objections that you will consistently face.
What is this call in regards to?
This is one of the most common objections that you will face when talking with gatekeepers. They have been trained to ask this question in an attempt to get you to say something that identifies you as a salesperson.
If you are cold calling, you are likely trying to schedule an appointment or sell something, so to directly answer this question would be to say you are calling to introduce yourself and try to schedule a meeting. As soon as you say anything close to this and let the gatekeeper know you are a salesperson, they will know that it is OK to shut you down and that the person they are a gatekeeper for will not want to talk to you.
One great way to resolve this challenge is to simply respond with your value statement.
The purpose for my call is that we help businesses to improve their management of receipts and invoices.
This may not tell the gatekeeper that he or she needs to let you in, but it also will not tell them that they have the green light to block you out.
I am busy right now.
The next objection we will look at in this is when the prospect says that they are too busy to take your call. It is very understandable for a prospect to be too busy to talk at that particular moment. But that does not mean that they will always be too busy. A simple response to this can be:
I understand. I can be very brief or I can call you back at another time. Which would work better for you?
We are not interested.
Another common sample call script objection is that the prospect is not interested. Not being interested is a valid reason to not purchase what you are selling, but it is not a valid reason to not talk with you or schedule a meeting.
Your natural instinct to this objection is to try to overcome it and to try to make the prospect interested. That is tough to do at any time, especially when you are on a cold call, as you do not have much time to work with. A very simple way to deal with this challenging objection is to simply respond by asking one of your qualifying questions.
Oh I understand. If I could ask you real quick, what type of system are you currently using?
This type of response can help to do two things. First, it can help to keep the conversation going, which is one of your main goals when facing objections. But the other powerful thing that this response does is that it extracts valuable information from the prospect.
If the prospect answers your question in the sample call script, you can follow up with additional questions and can likely get around and away from the objection.
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 really 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 anyway. 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 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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