How many times do you get the objection, “Well, let me talk to my (partner, boss, manager, spouse, etc.)”? In any kind of sale, this is one of the most common objections or stalls prospects use. And they use it because sales reps don’t seem to have any effective come back to it. Variations on this objection include:
“Let me run this by…” OR “I’ll have to get with….” OR “Let me check with…” OR “I’ll show this to my boss and see what he wants to do…”
I’m going to give you the right rebuttal to this and give you a real life example of how I used this and what I learned – just this week while I was closing a prospect on one of my training programs. I was speaking with a customer who had recently purchased one of my book of phone scripts. I had never spoken to her before, but decided to call her and see how the scripts were working out for her. During our conversation I learned what her company was about, what they sold and how many reps they had. I established that she was one of the owners.
After listening to exactly what she was trying to accomplish, I suggested helping her by writing customized scripts and having her record those sales presentations so I could revise and perfect her scripted sales approach. Then I asked how that sounded. And that’s when I got the objection above. She said: “I’ll run this by my partner…”
Now this is where 80% of sales reps let the prospect go with, “O.K., when should I follow up?” That is the wrong thing to do. Instead, the proper technique is to isolate this objection by taking the other decision maker out of it so you can gauge how your prospect truly feels about it. Because let’s face it: if your prospect isn’t sold, the other decision maker isn’t going to be either…
So here’s the close you need here: I told her: “That’s great, definitely show it to your partner. Let me ask you: If you’re partner says it sounds good, what would you do then?” And this is where this technique really pays off. If she had said, “I’d do it!” then I would have set some coaching times (nothing in stone; just set some tentative dates – another form of a trial close), but if she said what she did, then I would know exactly where I stood.
She said, “I’d then go back to my reps and tell them to use the scripts I just bought and see how it goes. I’d tell them I’d already spent a lot of money on them and they needed to produce before I’d be willing to spend more.”
How’s that for a good answer?
Now you’re probably thinking, “Good answer? Mike, it doesn’t sound like she’s going to buy!” But that’s O.K. Some will, some won’t, who’s next? You see, what’s so good about this technique, and her honest answer, is that she revealed that she isn’t going to be a deal. That means I get to move on… Compare this to how most sales reps would just schedule a call back and then begin chasing her?
How many of these types of unqualified leads currently clog your pipeline? When I say this is the type of close to always have handy, I mean it. Every time you find yourself in this situation, always, always, isolate this objection/stall to find out where you really stand.