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19 2011

“I Don’t Have Time for This”

Syndicated from: Fearless Selling » Blog

Ever hear those words when contacting a prospect? In today’s fast-paced, hectic business world, more and more decision makers are prone to making that statement. And that makes it more difficult for people like you to connect with them.   Here’s how you can manage this objection.   First, it’s important to recognize that virtually every C-level executive you contact will have these words on their mind although the only ones likely to express their actual thoughts are the hard-driving, type-A personalities. The average senior executive has more than 50 hours of uncompleted work on their desk at any given time so it’s no wonder they are quick to tell you that they don’t have time. The last thing they want is another project piled on their already overflowing plate. One of my client recently told me, “I never, ever pick up the telephone or return a call from a sales person because I don’t have time to listen to a pitch for something I don’t need or want. Plus, I can’t possibly take on another project.”   Ultimately, this means you need to capture their attention—FAST!   Opening a call with something like, “Mrs. Smith, it’s Stan Prospector from HR Capital Inc. calling and I’d like to schedule a 60 minutes meeting to discuss the possible human resources challenges you’re facing…” is NOT going to work. I mean seriously…would you meet with someone if they started a telephone conversation with something like that? The key is to say something that addresses a potential business problem they may be encountering or to shed new light on an industry trend. People who occupy the C-suite want insight into new information, trends, or solutions. Several of my clients want to know what I’m seeing in the marketplace every time we meet. They are hungry for new information. They want to know what their competitors are doing. They want ideas that will help them improve their business. If you can achieve this in 30 seconds or less, you are less likely to hear, “I don’t have time” and more likely to move the sales conversation forward. BTW: This applies to email correspondence, telephone calls, voice mail messages, snail mail, and face-to-face encounters. Could your team use some help with this concept? Please give me a call and we can discuss the best approach to take. 905-633-7750 or email.

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