Prospect Says, "I don't have time..." And You Say...
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- čas přidán 8. 07. 2024
- Be sure to register for my free training on, "Why Prospects Push Back on Price, Give 'Think-It-Overs,' and Ghost in Sales Until They Meet a Sales Superstar Who Is Following These 7 Simple Keys" salesinsightslab.com/training/
Prospect Says, "I don't have time..." Tip #1: Have a tight script.
This first tip is actually a way to entirely avoid a situation where a prospect says, “I don’t have time…” By having a really tight call script, you’re going to be so much less likely to hear this kind of an excuse from prospects.
Since these pushback scenarios where a prospect says, “I don’t have time…” are so prevalent and predictable early on in prospecting calls, set yourself up for success ahead of time by putting a tight call script in place to help you avoid dealing with them in the first place.
Tip #2: Break the pattern.
This tip plays off of that first idea of having a tight script in place. When you’re starting a phone call with a prospect, you want to break the pattern right away. This means you want to have an opening in your script that’s a little bit unique and unexpected.
Shake things up by tweaking your opening language just slightly, and you’ll be surprised at how effective it is at throwing prospects off guard, enabling you to get just a step further in the conversation without an early-stage objection.
Tip #3: Open with value.
Once you've broken the pattern and avoided the typical, “How are you today?” opening, it’s time to open with value. This is absolutely key to avoiding the common early-stage objection where a prospect says, “I don’t have time…” because it shows right away that the conversation is going to be totally focused on them.
Open with value that demonstrates you understand the challenges they’re likely facing, and provide some real insight up front.
Tip #4: Know your contingency.
Let’s say you have a tight call script in place, you break the pattern, and you open your call with value. And still, you find yourself in a situation where a prospect says, “I don’t have time…” It happens-and the first and most important thing to do next is to know your contingency.
Let's first explore what most salespeople are going to do in this unfortunate sales situation. The vast majority will say something like, “Okay, that’s fine. When would be a good time for me to try you back?” Then the prospect will say something vague like, “Sometime next week,” to which the salesperson will reply, “Sure, what day is best for you?” The prospect will name a random day, the salesperson will agree, and then the conversation will end.
In this common scenario, the salesperson is now left with a follow-up call to make on a random day the following week, not at a scheduled time, without a real calendar invite, and with zero actual commitment on the part of the prospect.
We all know the prospect is never going to show up for that call. Your number will be screened by that prospect forever.
To avoid this predictable pitfall, simply know your contingency and use it whenever you hear the objection, “I don’t have time…” Make sure it’s a strong contingency. We’ll cover that next.
Tip #5: Ask for 30 seconds.
The best contingency to use when a prospect says, “I don’t have time…” is one that will buy you another 30 seconds of time on the phone.
Remember, most prospecting calls are all about getting to that next 30 seconds of the conversation without the prospect hanging up the phone. Then, once you finally get the prospect truly engaged, you’re in the clear.
Tip #6: Be super firm.
Prospecting calls are not for the faint of heart. This is not an area where weak people succeed. You need to be strong. You need to be firm.
Your prospects will actually respect you much more if you’re firm and assertive because they’re used to salespeople who just fall over and acquiesce at the slightest sign of an objection early on.
Tip #7: Calling back is a last resort.
This is really a mindset you must have in order to effectively deal with situations where a prospect says, “I don’t have time…” It’s a commitment you have to make to yourself. Saying, “When would be a good time for me to call you back?” must be an absolute last resort for you. Commit to that right now.
Of course, in very extreme situations, you may have to resort to this response. For example, if a prospect hits you with an intense objection like, “This isn’t a good time. Someone in my family just died,” then, of course, you simply say, “I’m so sorry to hear that. Just let me know when would be a better time to connect and I’ll reach back out.” There’s nothing else you can really do there.
But in the vast majority of cases, you want to avoid ever saying anything about calling back the prospect at a later time. Keep in mind that the objection, “I don’t have time…” is pretty much always just a nice way of prospects saying they never want to hear from you ever again. That’s why calling back later must be an absolute last resort.
![7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]](/img/n.gif)
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
My rebuttal for I don't have time is , I understand you don't have time and that's why I'm going to be brief ...
I have just been accepted for my first sales job and stumbled upon this page. It is a godsend. please keep up the great content. Love from Aus 🇦🇺
Rip
This is great Marc. Thank you very much for this!
Love this video thanks for the pointers 🤗
This piece of information is awesome. Great learning. Thanks Marc!
Thank you👍
Love the video, my mentor recommended you and i must say your a true hero in the sales community. Thank you for helping me boost my sales and avoiding these situations.
-Ahmed
This is EXCELLENT.
Another awesome video! Thank you!
I really enjoyed this
It was really valuable...thanks for sharing 😊😊
Great value. Thnkas!
This was my baddest week in my sales carrier...., im deffinly finne use this next week💪🏾💪🏾💪🏾
Finne???? Sounds like you can use some English language improvement. For example, it's not "baddest week," it's "worse week." Superlative adjectives which end in "-est" are used only when comparing more than 2 things. Otherwise you use a comparative adjective. There's a website called OneMinuteEnglish.com. You should use it.
How is it working for you? :)
@@raster1203 haha today and last 2weeks are amazing🙏🏾🔥🔥 now im on another lvl
@@foreverraining1522 english is not my main language im from europe amsterdam, but yea maybe its not that good english in words but my talk in it is far greater then the spelling
@@foreverraining1522 it's not worse, it's worst.
I'm going to try this on Monday and see how it goes. I'm in NYC. The people here are alot different and don't usually go for stuff like this, but I'm gonna try it and see if it works.
how did it go?
I watched your videos from five years ago. Now you look totally different in appearance
These are bunch of steps but there aren't any examples. Can you give more examples instead of saying don't say this or don't say that?
I thought in that case someone was excused for refusing someone. Is that right?
The moment I got off two words the phone hangs up. What do I do?
Any chance to see a video vith the script?
First comment nice. I do this every day.. it works
What do you say in the 30 seconds?
@@AidanChinSungLing power questions related to your products..
idealy it will be alot longer than 30 seconds. This is just a way to "get your foot in the door" .
What do you sell? For instance. I sell property investments.
Can I have 30 seconds just to show you how I can make you 3000 a month through property investments without using your own revenue, how does 3000 a month income sound to you?
They say yes good. Ov course. Who wouldn't?
Then I go into presentation of my products then just carry on untill the close.
Does that make sense?
But asking for 30 seconds is already like "hi how are you today", maybe even worse... hi how are you today is 50% possibility of sales, asking for 30 seconds is 100% hard sell
hey I'm 17 and want to learn more about B2B and you sound like a smart guy, but what would you say is the best way to reach the top fast. my plan is to finish high school then do 2 years of work so I can get a degree in Norway its called a (fag brev) with is just a document that says that I have had experience working before. after that, I will go back to school for 1 year with gives me access to a college. where I will go for 2-4 years to get one more degree, but I know I must start at the bottom, but what would you say is the best and smartest way to climb the ladder?
It's already impressive that you're 17 and looking forward to improve your skills in this industry. I'm pretty sure you'll make it to the top if you're determined. I believe all you have to do is watch more videos like this, take notes, read them and re-enforce them into your knowledge. Later on at some point start by getting a job as a salesman for some company just to gain some extra experience and test the strategies you learned, and eventually you'll have enough knowledge and experience to apply for better and higher sales positions that will help you become very successful and probably start your own business later on in the future. I wish you good luck on your journey.
Hey Mark, love your content, it’s very informative but I think you should lose the beard, it doesn’t suit you. Sorry just an opinion I know, but hope it helps:)
Steps we’ve heard over and over with no actual script samples. Yawn.