From the course: Cold Calling: Overcoming Sales Objections

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Establish why they think that

Establish why they think that

From the course: Cold Calling: Overcoming Sales Objections

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Establish why they think that

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- Now, a great way to challenge this objection and others is to ask why. It's a very unoffensive way to always get past and find out the real reason. So you say, "Why do you say that? "Why do you think that? "What makes you see it in that way?" For example, they might have misunderstood something and that gives you a chance to clarify. So giving you an example, let's say you run a logistics company and the customer says, "No thanks." And you say, "Why not?" And they say, "Well, why should I? "You're the same as the last few people who called me." And you say, "Well, why do you say that?" And they say, "Well, everyone uses the same trucks "so it's all the same delivery time and the same prices. "What makes you so great?" And you say, "Oh no, that's where you're wrong. "My company uses trucks with biofuel "so they're more eco-friendly and we can keep "our cost down." Customer says, "Oh great, I love the environment…

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