Overcome Sales Objections

“We don’t need your service.”

This objection means one of two things. Either:

1. “I have no problems related to your services right now,” or
2. “I am too busy with something else to talk to you,” or
3. BOTH, which is probably the case.

While customer profiling and targeting are keys to developing new accounts, sales prospecting is still a numbers and timing game. The fact is, you won’t get anywhere with anyone who has no need, whether actual or perceived. There are many ways to overcome this sales objection, and I recommend a good balance of grace and perseverance.

1. Build Rapport. Graciously close the conversation with “It’s good that things are running smoothly for you. If you ever run into a snag in the area of ‘roaches’, ’squirrels’, or ‘bears’, we would certainly be able to help. Would it be okay if I follow up with you on occasion via phone or email to check in?”
   Unless you have become unlikable during this short conversation, you will most likely get a ‘yes, that would be fine,” response.
2. Schedule an appropriately timed follow email AND phone call campaign. Remember…perseverance AND timing. Eventually, you will catch him at a moment of priority need where your services are relevant. If you use Outlook, you can even draft your follow up email immediately, and under [Options] enter the date you would like it to be sent out.
3. Contact others in the organization to get another perspective. Maybe “We’re pretty much set,” is only one person’s opinion. If you are talking to the IT Manager, for example, (s)he may be sugar coating a bad IT situation…You never know.
4. Move on to the next prospect. Remember…Perseverance AND numbers!