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by Mike Brooks
Let’s face it – we’re all busy. This is especially true if you are cold calling and are lucky enough to actually get a decision maker on the phone. Just like you, they’ll be in the middle of at least three things and be on their way to or from a meeting. Because of this, one of the most frequent objections they use these days to brush you off the phone is the, “I’m too busy/don’t have the time objection.”
Now here’s the thing: while this may be true, it doesn’t necessarily mean they don’t need or aren’t interested in what you have to offer. Like all initial resistance statements, what you must do with this objection is to quickly control the situation, assess whether or not your prospect is or can be interested, and then find a way to quickly qualify them. Sound like a lot?
If Yes: “Terrific. Do you have 5 minutes right now?”
If No: “I’m looking at my schedule, what is a good time later today?”
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com