Part One: How to handle "call me in the new year."

Oct '23 in Content.

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?"

If they say it is big enough, they have dealt with their initial objection for you.

If they say no, you are going to have to challenge them using all the skills you've learnt in the Academy Classrooms.

- - -

2️⃣ - Second scenario then.

You've delivered your pitch, the prospect has an idea of what the call is about but comes back with a similar quip...

💬 - "We don't have budget for that, give us a call in the new year."

I would handle this objection like this...

💬 - "Happy to call you back in the new year, can I ask a question first. Are you asking me to call you back in the new year because you recognise some of those problems?"

If they say yes.

💬 - "Can I ask a blunt question then, if you recognise some of those problems, why wouldn't you want to discuss them now?"

They'll tell you and you'll have to handle that conversation.

If they say no.

💬 - "Can I ask an incredibly blunt question then, if you don't recognise any of those problems, what's going to be different in the new year?"

Again you're going to have to handle this conversation.

- - -

I'm only scratching the surface with these objections so what you need to do is plan each one out. Put them down on paper and practice them.

If you've watched all of the classrooms in The Academy, you will have all of the individual skills you need to do that, you just need to bring them altogether and apply them.

There is a specific classroom in The Academy where I share how I document my conversation tracks.

Link to that here.

Let me know how you're currently handling this in the comments and if you have any questions don't hesitate to ask...👇🏼

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