Part One: How to handle "call me in the new year."
This is the first of two posts on this topic. This is an 'objection' many of you will be hearing on the phone now and running up until the end of the year. I've already been asked a few questions on this topic. There's a lot to discuss with this. Now, I would handle this objection depends on where it comes up on the call. In this post I'll focus on the early stages. Some information has been shared but no conversation has taken place. Let's be frank, with very little information to work off, it's a fob off. Before I get into it, remember, like all objections it's our job as sales people is to seek to understand the motivation behind why the prospect has raised it and then let the prospect deal with it. It's their objection, not ours. If you're hearing this at the start of your call, there are a couple of scenarios where this plays out. This is how I would handle it... - - - 1️⃣ - You've mentioned that this is a sales call or briefly told the prospect what the call is about and they've come back with... 💬 - "not interested right now, call us back in the new year." How I would respond... 💬 - "Happy to do that, before I do, would it make sense for me to share with you exactly why I called and to see if it even makes sense to call you back in the new year?" Now you can deliver your pitch and you're into your process: find a problem, deny it exists, let the prospect fight for their position. Before I come on to the next scenario I will add one more thing. In any conversation with prospects, we have to deal with what is being said. The prospect has told us they're not interested and to call them in the new year. There may have been some truth behind this but we don't know so at some point this needs to be dealt with. The easiest way to do that is to use this information in our process when trying to push them away. For example, let's say we have identified a problem in the prospects world. What I would say next is something along these lines... 💬 - "So you're having issues with X but from the sounds of things this isn't a big enough issue you need to do something about it before the end of the year?"