Call me back next month
Posted: Mon Jan 27, 2025 9:54 am
But be careful! Don’t gravitate too far into either the offensive or defensive modes. The more polarizing you are the more uncomfortable you’re going to make your customer feel. And once they feel uncomfortable with you, it doesn’t matter how valid your argument is. Make sure you always land on the side of making the customer feel Ok with your position.
Level 3 Intent: Delay
These objections are the business equivalent of the snooze button. They are simply excuses vocalized with the intention to stall your sales process, avoid a decision, or generate confusion. In the personal realm, they might sound like, “I’ll start my diet after the holidays” and “I know I should break up with him/her but I want to give it one more chance”. In the business world, they might sound like some of the examples below.
Examples:
I think we need to get a few more quotes before we make a decision
I think we should investigate the root cause of the problem before we look at vendors
Response: Qualify / Remind
Because the goal of these objections is to stall or singapore telegram data avoid your sales cycle, the question you need to ask yourself is “does it make sense to even continue with the customer?”. That’s why your response to a delay objection should be either to further re-qualify the customer, to see if they’re still a good fit, or if they are, remind the customer of the cost of delaying. For example, if the customer says “call me back next month”, you can respond with [qualify], “I’d be happy to, but I want to make sure I’m respecting your time and not bothering you when I do. Can I give you a sense of what we would discuss next month and then you can decide whether or not you want me to call you back?”. If your customer says “I think we’re going to stick with what we’ve been doing for now”, you can respond with, [remind] “I’m curious…when we chatted earlier you estimated that your current process was costing your organization about $5000/month in lost productivity. Did something change? Is the problem not big or important enough to solve at this time?“.
Level 4 Intent: Satisfy
Level 3 Intent: Delay
These objections are the business equivalent of the snooze button. They are simply excuses vocalized with the intention to stall your sales process, avoid a decision, or generate confusion. In the personal realm, they might sound like, “I’ll start my diet after the holidays” and “I know I should break up with him/her but I want to give it one more chance”. In the business world, they might sound like some of the examples below.
Examples:
I think we need to get a few more quotes before we make a decision
I think we should investigate the root cause of the problem before we look at vendors
Response: Qualify / Remind
Because the goal of these objections is to stall or singapore telegram data avoid your sales cycle, the question you need to ask yourself is “does it make sense to even continue with the customer?”. That’s why your response to a delay objection should be either to further re-qualify the customer, to see if they’re still a good fit, or if they are, remind the customer of the cost of delaying. For example, if the customer says “call me back next month”, you can respond with [qualify], “I’d be happy to, but I want to make sure I’m respecting your time and not bothering you when I do. Can I give you a sense of what we would discuss next month and then you can decide whether or not you want me to call you back?”. If your customer says “I think we’re going to stick with what we’ve been doing for now”, you can respond with, [remind] “I’m curious…when we chatted earlier you estimated that your current process was costing your organization about $5000/month in lost productivity. Did something change? Is the problem not big or important enough to solve at this time?“.
Level 4 Intent: Satisfy