Overcoming the Too Busy Response

Joe Weinlick
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To succeed in the sales industry, you must overcome a variety of sales objections. Common objections range from "I'm too busy" to "this product isn't in my budget." It's important to customize your strategy for each client, but certain techniques can help you handle sales objections in any situation. Follow these tips for dealing with customers who say they are too busy to listen to your presentation.

Offer to explain the benefits of your product in 60 seconds or less. This is a great way to get a potential customer to agree to a follow-up conversation. When people say they are too busy to talk to you, tell them you'd like to summarize the benefits of your product before scheduling a follow-up appointment. Be prepared to explain how your product saves time or money, reduces frustration or improves business results.

Another way to handle sales objections related to time is to make sure you are talking to the right person. If your prospect says she is too busy to speak with you, tell her what your product is, and ask her if she is in charge of making purchases. If she says yes, tell her you'd like to make sure your product is a good match for her needs before you schedule an appointment at a more convenient time. Tell her how your product can help her improve efficiency, reduce waste or achieve some other benefit. If she says she does not have the authority to make buying decisions, ask for the name and telephone number of the person who does.

Don't give customers the opportunity to say no to speaking with you. If a customer says she is too busy to talk, tell her you can call her back in 30 minutes or wait until the following morning at 10:00 a.m. This gives your prospect some control over the timing of the call, but it doesn't leave an opening for her to say no to your request. Another benefit of using this tactic to overcome sales objections is that you don't have to worry about interrupting the prospect when she is busy.

It's impossible to avoid sales objections entirely, but you can handle them in a way that gives you the information you need to make a future sale. If a prospect says she is too busy to listen to your sales pitch, acknowledge her busy schedule. Then, ask her if she is open to learning about a new way to reduce waste, increase efficiency or improve some type of process. If she says yes, set an appointment to speak with her about your product. If she says no, ask probing questions to determine why she is not willing to consider a new product.

If you want to succeed in the sales industry, you must be prepared to handle objections at any point in your sales funnel. Overcome sales objections by making the benefits of your products or services very clear. Then, show customers what they would be gaining by making time to meet with you.

Photo courtesy of David Castillo Dominici at FreeDigitalPhotos.net



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