Cold Calling Objections and Responses for B2B Appointment ...

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Every place a page here uses this source, in the order the words come in it.

1. “I would love to call you back at a better time when this particular subject is up for review again. Do you have a renewal in the next 1-2 years when it would make sense to revisit this conversation?” “In some cases, their existing solution may not be a direct competitor of yours.” Before moving on, we’re compelled to reiterate the central theme of cold-calling here, as it’s particularly relevant to this objection. You’re not calling to sell to them, you’re calling to find out if your product or service would be a good fit for them. This approach is beneficial for both current and future efforts, as it acts as a form of market validation.

   In Existing solution objections

2. Think of this objection as less of an obstacle and more of an opportunity to get a referral to reach the right person. Use the wrong contact as a springboard to finding the right contact. ““Maybe you can help me out. Can you refer me to the person I should speak with?”” If you’re unable to get a referral or the individual you’re speaking to isn’t sure of an appropriate name to give you, try to establish some kind of direction that you can use to facilitate forward momentum on your next attempt. At the very least, your contact likely has insight into which particular business unit oversees the processes that your solution supports.

   In Referral request wording

3. Sometimes overcoming this objection can be a matter of choosing a time that works best for your contact (and allows you to intercept the account from your competition): ““I would love to call you back at a better time when this particular subject is up for review again. Do you have a renewal in the next 1-2 years when it would make sense to revisit this conversation?”” In some cases, their existing solution may not be a direct competitor of yours. For example, they could be using antiquated spreadsheets and other legacy tools instead of a competing software provider. As such, it’s helpful to know how your solution stacks up against each of the alternatives available to your contact, so you can leverage the right value proposition to close on the meeting.

   In Renewal referral timing

4. “Typically, we find people get more value from a short conference call or solution demonstration to learn about who we are and how you can benefit from working with us.” “Alternate responses like the ones below serve to help you gather more discovery information and qualify the contact:” This last response sequence creates the perfect backdoor path to setting the sales appointment. Before that appointment can happen though, you need to make sure you get all the information you need to qualify the contact before ending the call. There’s nothing worse than feeling like you had a good cold call, only to realize there were key questions you failed to ask or critical information you failed to get.

   In Talk-track branching