These are tough objections and are the ones that have been mastered by many tough buyers. No, send more information, too busy, and I'll get back to you. Ouch, all are painful but you have to take a deep breath, keep trying, and be tenacious.
- Pete Cooper is the purchasing manager for the largest manufacturing company in the region. You're really confident that if you can meet with him you'll generate solid interest for your products. Finally your tenacity pays off, and you secure an appointment, you prepare a strong presentation, you make your pitch, believing you've covered all of the key points, and you feel really good. Pete then takes a deep breath, looks up from his notes, and says one of the following two comments, "No thanks." Or he says, "I'll get back to you." It's the stoic face that all of us in sales have seen before.
And it can really take away all of your energy in just seconds. You're stunned, and the expression of disappointment on your face is very apparent, but Pete Cooper's unemotional face remains unchanged. These two responses are actually very common during the prospecting stage of the sales process. But in the presentation stage it's a real red flag. It means your message got derailed, and you missed something with your research, and planning for your presentation. Both responses beg for clarification if you're going to try and rescue the opportunity.
The first one, no thanks, puts a sense of urgency to save the league because of the word no. The, I'll get back to you reply is a brush-off no matter when you hear this in the sales pipeline. You can't be defensive, but you're about 15 seconds away from never seeing this buyer again, and losing this opportunity forever. Now is not the time to be shy. You need to be direct, and understand why after agreeing to see you, he now has little or no interest.
I'd recommend starting with Pete Cooper's agreement to meet with you in the first place. I'd ask, when you agreed to meet with me, I thought I was fully prepared to offer some ideas for your current situation. What did I miss? You could isolate your key presentation points by stating, Pete, clearly I wasn't focused correctly. What would have been the most important thing that you wanted me to review? If you're rarely hearing feedback from this from other buyers, I'd try this approach.
Pete I'm puzzled since I'm getting great responses from my other customers who are saying there's real value in what we've been providing. Where was I lacking in being clear about the savings we offer? With, I'll get back to you, say this to Pete, rather than you having to get back to me, let's get a date in the calendar today for me to come back and dig in deeper with more specifics about our value. These questions aren't confrontational, they generate additional conversation, and enable you to dig in deeper to understand what when wrong.
No thanks, and I'll get back to you are tough objections, and have been mastered by many buyers. However, this is where the best sales people take a deep breath, ask good follow-up questions, and remain focused on salvaging, and keeping a sales opportunity alive.