The World’s Greatest Sales Rebuttal

February 10, 2015 RingLead Inc

Through my trials and tribulations of doing 100+ cold calls a day at a call center, to working with sales teams of all sizes, I have heard just about every objection to making the sale.

Although they come in all shapes and sizes, they all boil down to about five total objections:

  1. I’m not interested in what you’re offering
  2. I don’t have time (or it’s not in my plans)
  3. I already have that kind of product
  4. Someone else makes that decision
  5. Or the objection of death: I don’t have any budget

Prospects have an amazing ability to use these objections with such elegance.

Here’s an example of what your pitch might look like:

  • You talk about a feature of your product, and you get objection 3.
  • Then you try to rebuttal with a different pitch, and you get objection 1.
  • Then you try to schedule a demo for the future (when they will have budget), then you get objection 2 or 4.

And it goes on and- n.

How in the world do you get around this crazy cycle of never-ending objections and rebuttals? The best rebuttal is the following:

“A lot of {people, our customers, etc.} said that until they saw our product {and how it complements the similar product you have}.”

It’s so simple yet so powerful. Try this reply to any of the objections above and guess what? The person you are talking to simply can’t object. Here are the examples:

  1. “I’m not interested in what you’re offering.” A lot of people said that until they saw our product.
  2. “I don’t have time (or not in my plans).” A lot of our customers said that until they saw our product.
  3. “I already have that kind of product.” A lot of our customers said just the same thing until they saw our product and how it enhances or complements the current product.
  4. “Someone else makes that decision.” A lot of our customers said that until they saw our product.
  5. Or the objection of death: “I don’t have any budget.” A lot of our customers said that until they saw our product. (Objection of death no more!)

Lots of reps take this advice and try to use it on the first try with a prospect. This is not that kind of rebuttal. This is a special rebuttal you use as at the end of a conversation or pitch. Try other rebuttals first, then this one. If they persist and object to the greatest rebuttal in the world, then they’re probably not the right prospect.

Learn more sales tips with the free ebook below.

The post The World’s Greatest Sales Rebuttal appeared first on RingLead.

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