What does it sound like?
“I’m busy right now, can’t talk!”
Where does it typically tend to show up?
Prospecting Call, making contact with a lead for the first time.
What do we do with it?
Turn around. Key Objective: to turn around the objection, engage the lead further, and continue to guide the lead through the sales process to ultimately close and fund!
How do we turn it around?
“Got it, what is a better time today to talk?”
Why do we say it?
As merchants are objecting to speak with you (brushing you off) with this one, they are in the process of shutting the door on you, figuratively and sometimes literally.
You need to quickly (and respectfully) stick your foot in the doorway to leave a crack to speak through.
Merchants who use this to get off the phone are expecting the average sales rep on the other end of the line to waste their time, so its time to cut loose and get back to their business.
But you are not just some average sales rep. You are a Funding Pro, who adds value first – their Trusted Advisor.
Merchants who use this have great success in getting people off the phone, so you have to be quick on the draw to distinguish yourself and keep the conversation going.
If they say they are too busy right now, that may be true, but if what you have to say (and ask) can be valuable to them – they will make time for you eventually.
Go right for the ask.
Make the ask!!
“What is a better time to talk today?”
Don’t let them shut the door completely. They give you a time, follow up with them at that time.
If they say they can’t talk today:
“What’s a good time for you tomorrow? Should take no more than 10 minutes, and it will be worth it.”
Continue to persist to nail them down to a specific time/date until you can get a meeting with them.
Merchants appreciate professional persistence, and most will give you a shot as long as you continue to nail them down to specifics.
Always Be Building Pipeline!
Leave a Reply