OKAY! WE REACHED THE DECISION MAKER BUT WE GET A
"TOO BUSY - NOT INTERESTED..." "YOU'RE WASTING YOUR TIME..."
HOW DO WE RESPOND...
1. (time investment) I appreciate how important time is to you. you'll be pleased to discover that our service will save you time and money. If you can invest just ____ minutes, I can help you save money over your current check recovery procedures. That's a fair exchange, isn't it?
2. (profit margin hard sell) I understand your concern for time, but are you too busy to increase your profit margin?
3. (turn around excuse) It's because you're busy that I want to see you. It's the busy business owner like yourself who realizes the value of what we have to offer. Let's talk.
4. (wise decision) You know <Mr/Mrs prospect> a lot of people have said that. But once I had the opportunity to meet with them and share how our service would help them, they made the wise decision to give us a try. My calendar indicates that <day> at <time> is clear. Or is <another day/time> better?
5. (humor interruption) I understand. You probably think of me as just another interruption. Therefore, you'll be pleased to find out why this is not your run-of-the-mill sales call and why what I have to tell you will positively affect your company's bottom line. I you absolutely, positively can't talk right no, when can we get together?
6. (remind me of competitor) You remind me of <business owner name> at <name business>. Your competition also thought <he/she> was too busy to talk to me. But after meeting with me for ______ minutes, <he/she> was glad to have done so. I would like to share with you what I was able to share with them in our brief time together. Which is better for you the mornings or afternoon? Tuesday or Wednesday?
7. (direct) What could be more important than learning how to increase your profits and free up your time for more profitable time?
"YOU'RE WASTING YOUR TIME..."
1. (thoughtfulness) I appreciate your thoughtfulness. I understand the value of time as well. And that's why I think it's critical we get together for a few minutes. What I have to share with you could significantly affect your company's bottom line and productivity. Could you free up a few minutes on Monday or Wednesday or is another day better? Morning or afternoon?
2. (friends approach) Why don't we agree to spend fifteen minutes together? If after investing that small amount of time, you don't believe we have anything further to share with each other, we'll end our discussion-still friends. If, however, you do believe that I just may be able to help you solve a problem you're facing, we'll continue sharing ideas.
We could schedule that fifteen-minute meeting next <day> at <time>, or on <another day> at <time>. Which is better for you.
3. (send literature) I appreciate your request for me to send you information about our service. After you read the information you will probably have questions. We could meet and in the same time it takes to read the information I could answer your questions and provide a clearer picture of the benefits of our service .
4. (not interested send literature) Whenever someone asks me to send literature instead of making an appointment, I find that one of two things occur. Either the person is very interested in what I have to share and wants to know as much about it as possible, or the person is not at all interested and is asking me to send literature as an easy way to let me know that.
Just so I don't waste any of your time, because I tend to be persistent, would you mind telling me which of these possibilities you're in? <if it is the latter, say:>
I'm sure you have a good reason for feeling that this isn't of interest to you. Would you please share that with me?
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