In this video, we discuss how to respond to the what to say to “what is this in regards to” sales objection.
Most Common Objection
This is one of the most common objections and you can expect this objection and question to come up in as many as one out of every three cold calls that you make. With that, you can greatly improve your success by simply having a game plan and response for how to respond to this.
Why They Use This Objection
The what is this in regards to sales objection is used primarily by gatekeepers but you will also face this when getting connected with prospects as well. Gatekeepers will use this question as a way to screen out bothersome salespeople because while the question appears to be an inquiry into what you are calling about, more so they are looking for an answer that flags you as a salesperson that is trying to sell something. As soon as they hear an answer that confirms that, they then quickly and confidently begin to block you out with other objections like “we are not interested” and “we already use something today.”
Don’t Respond With Saying Something Like This
If you were to honestly answer the question of what is this in regards to, you might say something like this:
- Introduce yourself and your company
- Schedule an appointment or meeting
- Learn about the prospect’s needs
- Share details about the product that you have to offer
- Sell your product to the prospect
While those correctly answer the question, you want to avoid saying anything close to any of these because that will provide the confirmation that you are a salesperson that is trying to sell something and you will then get blocked out.
How to Respond
When I say to not answer with one of those honest answers as to what the call is in regards to, I am not saying to be dishonest or misleading with your answer. More so, I am recommending that you put the most positive spin on why you are calling and to also not provide the clear confirmation that you are a salesperson that is trying to sell something.
And while that may sound complicated, to do this is very simple, and it is just to respond to what is this in regards to with your value proposition with something like this:
Well, the reason for the call is that we help sales trainers to make it easier to teach sales reps what to say and ask.
I am not saying that when you say this, that the gatekeeper or prospect will completely drop their guard and receive you with open arms. What I am saying is that this will function more as a curve ball and not provide the clear confirmation that you are a salesperson and what that does is prevents the immediate shutdown with objections like “we are not interested” and keeps you alive and the call going.
We hope this video helps you with what to say to what is this in regards to.