In a salesperson\u2019s utopia, there will be no objections when they are cold calling.<\/p>\n\n\n\n
If sales objections don\u2019t exist, there\u2019s nothing that\u2019d stop you from crushing your quotas.<\/p>\n\n\n\n
But, in the real world that we\u2019re in, objections are quite normal in the sales process. So, good objection-handling techniques become essential\u2014not optional\u2014for salespeople to book their meetings through cold calling<\/a>.<\/p>\n\n\n\n Each prospect will have a unique point of view about their needs, according to which their objections would vary. Some might actually be interested in your solution and have a genuine objection that needs your attention. Others might be on the fence about getting a new solution and needs some convincing before they agree to get on a meeting. A few others might not be inclined to purchase a new solution and might pose an objection just to get you off the phone.<\/p>\n\n\n\n So, how can sales professionals handle all kinds of objections?<\/p>\n\n\n\n As part of Klenty\u2019s SDR X Factor series, <\/strong>we spoke to 8 top-performing sales reps from different industries selling to different audiences to get insights on how they sell. Each of them gave us chock-full of strategies and tips on cold calling<\/a>. They told us the common objections they face every day while cold calling, and their effective objection handling techniques.<\/p>\n\n\n\n Here, we\u2019ve curated 11 of the objections these top SDRs face during their sales conversations, along with the rebuttals.<\/p>\n\n\n\nHow to Handle the Common Cold Call Objections SDRs Face?<\/strong><\/h2>\n\n\n\n
1) \u201cI\u2019m Not Interested.\u201d<\/h3>\n\n\n\n
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2) \u201cThis Is Not the Right Time.\u201d<\/h3>\n\n\n\n
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3) \u201cI\u2019m Busy Right Now.\u201d<\/h3>\n\n\n\n
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4) \u201cI\u2019m Not the Right Person.\u201d<\/h3>\n\n\n\n
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When she reaches the wrong person, she quickly searches for their name on LinkedIn while being on the line. And, she finds a snippet of information about them, like the university they went to\u2014UCLA, for example\u2014and would Google \u201cfun facts\u201d about that.<\/strong>
Then, they would tell them a silly fact like, \u201cDid you know that the first mascot at UCLA was a jellyfish?\u201d <\/em>This usually gets a laugh from the person and keeps the conversation going, after which she asks them about any relevant information.<\/li>\n\n\n\n5) \u201cWe\u2019re Already Using a Tool From [Competitor].\u201d<\/h3>\n\n\n\n
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Next, he would go on to tell how some of his existing customers switched from the tool they were using to his product, something on the lines of: \u201cTypically, we found that our customers that have come from there have found once they switch, they’ve seen real value in our enhanced features.\u201d<\/strong>
He would then pick a specific pain point and explain how his product would solve better than the competing tools, usually with the help of case studies.
<\/li>\n\n\n\n6) \u201cI\u2019m Not the Decision Maker.\u201d<\/h3>\n\n\n\n
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7) \u201cWe\u2019re Comfortable With Our Existing Platform.\u201d<\/h3>\n\n\n\n
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8) \u201cI\u2019m Not Sure if We Need This at the Moment.\u201d<\/h3>\n\n\n\n
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9) \u201cHow Did You Get This Number?\u201d<\/h3>\n\n\n\n
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So, Nikita Solberg first tries to defuse the situation by apologizing. They follow it up by asking, \u201cIs there a better number to reach you at? Just so I can make sure to forward any relevant information.\u201d<\/strong>
Next, they ask whether they can talk a little bit more about the prospect\u2019s processes in an effort to establish a connection.<\/li>\n<\/ul>\n\n\n\n10) \u201cI Don\u2019t Work at This Company Anymore.\u201d<\/h3>\n\n\n\n