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Sales Tips from Andrea #10: Handling Objections - I'm too busy

One of the common objections heard when prospecting for appointment is, “I’m too busy” The beauty of this objection is that you don’t want to talk to them now anyway; you want to set an appointment to talk in person! If they’re too busy to talk, that’s the very reason to set an appointment, so you can talk face to face when they’re less busy and have scheduled you in their calendar.

 

Another technique that works well here is if they’re too busy to talk and they ask you to call back to schedule the appointment, suggest that you tentatively schedule an appointment now and that you’ll call back to confirm.

 

Microsoft conducted a study that showed there is a 70 percent greater chance an activity will happen if it’s scheduled in the calendar. So, in our scenario, there is a 70 percent greater likelihood the prospect will honor the appointment and meet with you if you can get him or her to put it in their calendar. With multiple objections given on this particular call, it might go something like this:

 

Prospect: “Andrea, you’ve caught me at a time when I’m too busy to talk.”

Andrea: “Okay, well then rather than taking time now, why don’t I just come by next Thursday at 11:15.?”

Prospect:  “Why don’t you just call me back to schedule an appointment?”

Andrea: “I’d be happy to, but why don’t we go ahead and tentatively get it on the calendar now, and I’ll call back to confirm?”

Prospect: “Okay, what did you say? Next Thursday at 11:15? See you then.”

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