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Objections handling: Scheduling a call

One of the most common objections I typically get as a BDR is when the POC requests additional info. via email rather than just scheduling a call. I then follow up via email with the requested information, but in most cases struggle to then get the call booked afterwards. What recommendations do you have for avoiding this to happen? How do you overcome this?

๐Ÿ”Ž Prospecting
๐Ÿ“ž Cold Calling
โ˜‘๏ธ Qualification Calls
5
thesalesdocrx
Valued Contributor
+5
SDR Manager
Hey Prospect,

I have so much literature I could send you, that by the end of it you would probably know more about my company than I do.ย  That said, there's little value to giving you a bunch of homework.

So that I can be more helpful and value your time, what's an area of focus over there at (COMPANY) for 2021?
SA
SADNES5
Politicker
+6
Business Development
Doc, I absolutely love the cheese and ultra professional scripting, but in my industry, this closes doors.ย 

"Take a pre read of the material I sent over, get me some hard questions that will make me sweat. We can make this work, what time do you want to chat about it? Thursday at 1030, or Tuesday at 1500?"

I want to know your close rate with a script just pumping "value, time, etc etc"
If you're at this stage of the deal and you're not comfortable with the relationship, likely it's a dead deal.ย 
thesalesdocrx
Valued Contributor
+5
SDR Manager
if we connect with 100 prospects, we close 22 of them on an appointment using this rebuttal to earn more of their time.

That said, I can recognize every company is different and for some people they may need a more transactional push for the follow-up appointment.

We consider the fact that if they won't even answer you on something important to their business so you can send the most relevant info, setting an appointment for next steps and follow-up is irrelevant and they won't show.

We don't like to chase ghosts.
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funcoupons
WR Officer
+11
Kahluapons
Usually when a prospect requests an email, it's really just them wanting to get you off the phone but being too afraid to say no.ย 

Ways to combat:

1) "Sure, I can do that. What kind of information would you like to see in that email?"

If they're actually interested in your offering they'll give you a decent answer here that you can then speak about. If it's them being noncommittal, they'll say "send me what you have" or some other BS.

2) "Our offerings are customized for each client we work with, so instead of sending you generic info I'd rather learn more about your org and your needs so I can give you the most relevant info possible. Do you have some time to chat later this week?"ย 

3) If they're noncommittal, call them out in a roundabout way. "It doesn't sound like this is a priority right now. When do you usually look at this?" My questions might be different from yours due to industry, but lightly calling them out will either get you valuable info OR a hard no so you can move on.ย 
SA
SADNES5
Politicker
+6
Business Development
Much better than the Docs response.ย 

I'm going to send you some info on areas that we talked about, plus an extra page or two to fill in any gaps. Let's talk about this on Tuesday at 1030, or... Thursday at 1500. You're free to share with the team, and find some questions for me, We can make this work.
SA
SADNES5
Politicker
+6
Business Development
BE THE DENTIST.

best advice I ever got for this. (Assumptive Close/Sell)
No one ever tells the dentist, no. they will say, that doesn't work, what other times do you have. And the dentist tells you when to show.

Say, "We can make this work. What time works better... humm and haw for a second... Tuesday at 1300 or Wednesday at 1000?"

This gives them the illusion of choice, they are in the drivers seat, but your calendar is wide open. If they push back for a different time, never settle on their terms. "we can do 0930?" - PUSH BACK - and say we can make 0945 work?

Don't let the prospect dictate the meet.ย 
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
This is the tale as old as time, this will never stop happening and any training ever says keep them on the phone, let them go, follow their request, if you earned another call you will get it again!ย 
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