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Strictly Sales Episode 11: What to Do When Prospects Are "All Set"
In this episode of the Strictly Sales podcast, sales executive and educator Jeff Hoffman shares his tips for pushing through a cold call regardless of whether your prospect says they’re “all set.”
It’s the kiss of death on a cold call. Salespeople hear it all the time, “We’re all set.” So what do you do when you hear those three words?
No need to fumble awkwardly. In this episode of Strictly Sales, Jeff Hoffman explains how to turn that phrase into a “reverse close” that will leave even the most stubborn customers interested.
Listen Here
Or Listen and Subscribe to the Podcast on iTunes
Key Takeaways
“With the reverse close…I basically took your objection and threw it away.”
— Jeff Hoffman, M. J. Hoffman and Associates
* Try a “reverse close.” Just say, “You’re probably right,” and keep talking.
* Challenge them quickly. After you acknowledge they’re probably right, say it will only take 5 minutes to find out for sure and ask if they can stay on the phone with you for that amount of time.
* 20 percent conversion: The majority probably won’t bite, but one out of five is pretty good in terms of converting an aggressive objection.
Transcript
Announcer: This is Strictly Sales with Jeff Hoffman and CeCe Bazar. For more information go to OpenView Labs or MJHoffman.com.
CeCe: Thanks for joining Strictly Sales Library, your go-to place for all of your sales questions. This is CeCe Bazar and I’m joined by Jeff Hoffman. Jeff, today we want to talk about the kiss of death on a sales call. The thing that people hear all the time, “We’re all set”.
Jeff: Yes. We’re all set.
CeCe: We’re all set. How do we handle that, Jeff?
Jeff: Well that, I enjoy that one because there’s a really good technique for it. But realize that this is not the same as going through a sales process when they’ve given you 30 minutes and said, “I’m all set.” I mean I just want to be clear on that. A lot of the objections we’re talking about can fall in different places in a sales cycle. So we’ll deal with “I’m all set” on that cold call, when you’re just trying to get kind of get in the account, and they’re like, “Oh, we’re all set with that.” It’s kind of like brushing you off.
I’ve seen a lot of reps kind of struggle with that. I mean, CeCe, you’ve hear a lot of sales people?
CeCe: Of course.
Jeff: When they hear that, what are you hearing sales reps say to the “Oh, I’m all set.” What does the rep typically say?
CeCe: They typically fumble. Start throwing up all over themselves with their words. Its like, “Oh, okay. Well, um, you know, here’s what I’m going to do. Maybe I’ll send you over some information, and, uh, if you have any questions you can reach back out.”
Jeff: Yeah. So that’s just a mess. Just an absolute mess. And I’ve heard other reps that do like, they challenge the customer.
CeCe: Okay.
Jeff: “What do you mean all set? Are you sure?” It’s like ugh… What are you going to do? Challenge the guy? Or challenge the person that think that they’re . . . That all said, I think that these are really weak attempts. The only effective way to handle what I call, you know, highly aggressive, you know let’s call it early objection, which this would be.Because this is saying, unlike the “I’ll send the information” or “It’s a bad time” which is more passive/aggressive and leaves an opening for future conversation, this is an absolute go away.
CeCe: Totally.
Jeff: And by the way,
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In this episode of the Strictly Sales podcast, sales executive and educator Jeff Hoffman shares his tips for pushing through a cold call regardless of whether your prospect says they’re “all set.”
It’s the kiss of death on a cold call. Salespeople hear it all the time, “We’re all set.” So what do you do when you hear those three words?
No need to fumble awkwardly. In this episode of Strictly Sales, Jeff Hoffman explains how to turn that phrase into a “reverse close” that will leave even the most stubborn customers interested.
Listen Here
Or Listen and Subscribe to the Podcast on iTunes
Key Takeaways
“With the reverse close…I basically took your objection and threw it away.”
— Jeff Hoffman, M. J. Hoffman and Associates
* Try a “reverse close.” Just say, “You’re probably right,” and keep talking.
* Challenge them quickly. After you acknowledge they’re probably right, say it will only take 5 minutes to find out for sure and ask if they can stay on the phone with you for that amount of time.
* 20 percent conversion: The majority probably won’t bite, but one out of five is pretty good in terms of converting an aggressive objection.
Transcript
Announcer: This is Strictly Sales with Jeff Hoffman and CeCe Bazar. For more information go to OpenView Labs or MJHoffman.com.
CeCe: Thanks for joining Strictly Sales Library, your go-to place for all of your sales questions. This is CeCe Bazar and I’m joined by Jeff Hoffman. Jeff, today we want to talk about the kiss of death on a sales call. The thing that people hear all the time, “We’re all set”.
Jeff: Yes. We’re all set.
CeCe: We’re all set. How do we handle that, Jeff?
Jeff: Well that, I enjoy that one because there’s a really good technique for it. But realize that this is not the same as going through a sales process when they’ve given you 30 minutes and said, “I’m all set.” I mean I just want to be clear on that. A lot of the objections we’re talking about can fall in different places in a sales cycle. So we’ll deal with “I’m all set” on that cold call, when you’re just trying to get kind of get in the account, and they’re like, “Oh, we’re all set with that.” It’s kind of like brushing you off.
I’ve seen a lot of reps kind of struggle with that. I mean, CeCe, you’ve hear a lot of sales people?
CeCe: Of course.
Jeff: When they hear that, what are you hearing sales reps say to the “Oh, I’m all set.” What does the rep typically say?
CeCe: They typically fumble. Start throwing up all over themselves with their words. Its like, “Oh, okay. Well, um, you know, here’s what I’m going to do. Maybe I’ll send you over some information, and, uh, if you have any questions you can reach back out.”
Jeff: Yeah. So that’s just a mess. Just an absolute mess. And I’ve heard other reps that do like, they challenge the customer.
CeCe: Okay.
Jeff: “What do you mean all set? Are you sure?” It’s like ugh… What are you going to do? Challenge the guy? Or challenge the person that think that they’re . . . That all said, I think that these are really weak attempts. The only effective way to handle what I call, you know, highly aggressive, you know let’s call it early objection, which this would be.Because this is saying, unlike the “I’ll send the information” or “It’s a bad time” which is more passive/aggressive and leaves an opening for future conversation, this is an absolute go away.
CeCe: Totally.
Jeff: And by the way,