There are two times of the year when prospects categorically write you off; during the winter holidays and summer. Seasoned executives shrewdly use the excuse, “Call me back after the New Year” as an easy way to get you off the phone, delay having to meet with anyone, and postpone any additional decision making.Why, then, does this objection work so well in getting salespeople to back off?
Most salespeople don’t even attempt to overcome this objection.
How can you overcome this objection?
- Explain to your prospects the value that similar executives get out of an introductory meeting. This may cause them to prioritize a meeting with you. Pitch value, not features and benefits.
- Remind your prospects that the holidays align well to many budgeting decisions. If they are going to do any work with you, now is the time for you to be talking. This is when many executives figure out what they need to accomplish and what resources they need to get it done.
Things to think about:
- What business issues will you help these executives think through during a scheduled live or phone meeting?
- What value will you provide in the meeting besides simply presenting your products and services?
What tactics will you use to overcome this objection?
Posted by on 11/20 at 04:24 PM
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