barney2021

Account Executive

Tycoon

Big Shot

Politicker

Help: Objection handle for “I will call you”

I am currently looking for some tips when a prospect says I will call you when I am ready to move forward.

It's such a lame phrase that always ends up me chasing and pushing my time to close rates out.

Any tips on how to combat this?

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12 comments

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poweredbycaffeine

WR Lieutenant

☕️

Are you in the middle of a sales cycle, or is this a new prospect after your first call?

If it's someone you've gotten down to the end of the process with, try this:

"I totally appreciate that, but let's both be honest for a second. You might forget to call because that's what happens to busy people. We both have lots going on, so to help us get back on each other's radar let's book a time now and we'll push it if we have to. Sound fair?"

It's disarming, and it's not a lie. Finesse the words to fit your style, but that's the sentiment we try to use on our team.

someoneinsales

Tycoon

Director of Sales

Call them out on it. Something like “I appreciate it jack. Typically when someone says they will call me that means they aren’t interested. Is that the case here? If so that is okay, but I’d rather be up front.” They will either say no this is something I’m interested just give me x amount of time or yea I’m not really interested.

UrAssIsSaaS

Arsonist

SaaS Eater

Politely call them out. This is just a smokescreen to get off the phone because they dont see enough value to pull the trigger.

My team has used the talk tracks @Mooney and @poweredbycaffeine outlined below pretty effectively. Your goal with them should be to isolate the objection. Is it really a timing issue? If so, get a firm time on the cal to FU. If its lack on interest you can now dig in on where you missed and begin reselling to their needs.

CuriousFox

WR Officer

🦊

Acknowledge what they said, mention one value statement and ask if you can keep in touch via email.

LordBusiness

Politicker

Chief Revenue Officer

provide more value in the call, Identify the clients "why behind the want" and connect it to your product solution. This is just a different version of many objections covering the same core issue the client isn't sold on working with you.

okaysalesman

Praised Answer

Account Executive

"Hey (X) I totally understand that you might be busy and all - Usually when I hear something like that I never receive a call back, is that the case here? " prospect replies - xxxxx - Either keep the conversation going or see how u can make a follow up if it's genuine

Justatitle

Big Shot

Account Executive

“Mark, if I got paid on I will call you I wouldn’t have to sell here any more. You don’t want annoying checking in emails from me and I don’t want to annoy you. To avoid that can we put 15 minutes on the calendar 2 days from now so I can at least know I won’t get ghosted here.” The worst you get from this is where you started and the best you get is a next step and meeting to avoid having to chase and get ghosted.

FromaBlankPerspective

Politicker

District Manager

"Great! If I don't hear from you by XX/XX, I'll touchbase"

TheNegotiator

Arsonist

VP of Sales

Didn’t see your comment until after I posted mine. Great minds.

hh456

Celebrated Contributor

sales

ask them for a time or give them a time.

'okay sounds good frank. I'm gonna put you down for a follow up in two months and will reach out then.'

in a weird psychological way they'll be like 'ok', because it's a task they now don't have to perform. which the human brain likes, less work.

give it a shot.

TheHypnotist

Executive

Sales Manager

“I hear ya, can I ask you to be brutally honest with me? For some people that is a polite way of saying I’m not interested. Is that the case?” If prospect answers with a “no” then: “Okay, can you tell me what needs to change for you to say it’s time for that phone call?” - incase it is something you can track yourself or make a decent guestimate for the likely timeline.

TheNegotiator

Arsonist

VP of Sales

“That’s perfect, I look forward to your call! Just in case I haven’t heard from you by [contextually valid timeframe] I’ll give you a shout” . Yes, that was a threat [mother****er]

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barney2021

Help: Objection handle for “I will call you”

12 comments

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