7 Customizable Sales Rebuttals for Handling Objections Over the Phone

在担任SDR期间，我专注于发展聆听技能，以帮助我发现，内部化和处理销售异议，而不是使用脚本式，反应性响应来降低无法预测性。

能够快速内部化的异议有助于您在对话中保持自然流动，而不是用一个“如果潜在客户说X，那就说Y”罐头响应。使用脚本的机器人答案向您的潜在客户发出信号，表明您并不真正了解他们的需求，并会挂断电话。

The key to handling sales objections over the phone is keeping these scripts in the back of your mind, but not actually using them verbatim. Listening to your prospects, accepting moments when you get roughed up, and learning from mistakes will help you develop a finer understanding of selling situations and the logic behind them.

这是我准备好常见销售异议的一些脚本。但是请记住，没有任何脚本可以帮助您出售给不合适的潜在客户。在一个recent study, 71% of salespeople reported that 50% or fewer of their prospects turned out to be a good fit.

Conduct responsible prospecting to ensure this doesn't happen to you.

销售量Rebuttals

“Why isn't this of interest to you at this time?"
“我们应该连接以讨论预算开放时为您讨论的好处。”
“I'm glad to hear you're already working with a provider."
“That's great. We can help you [insert value add]."
“现在购买将确保随着新队友的加入，可以确保平稳的过渡。”
“Acting now ensures you capture this value add immediately."
“Would you close today if we offered you a month-to-month plan?"

销售量Rebuttals

1. "Why isn't this of interest to you at this time?"

File this one under “invalid reason.” Usually this is more of an emotional response to pesky salespeople taking up precious time. When you hear this, the prospect is dismissive, and probably did not listen to what was being said. A very terse objection, this one can be the most difficult objection for newer SDRs to overcome.

但是,你有一个好的理由叫公关ospect and you already know exactly why the prospect should be interested. Ask questions to understand why the prospect is objecting while maintaining your composure. In fact, research fromGong.iosuggests high performing salespeople follow up objections with questions 54% of the time, while average performers followed up with questions only 31% of the time.

示例脚本：

SDR：“谢谢您的前景太太。我明白您为什么可能会觉得这对您没有任何兴趣；但是，我可以向您保证客户X的董事告诉我完全相同的事情，现在他正在使用我们的解决方案来做W，X和Y。我了解，改进W，X和Y对您和您的业务也很重要 - 您能否与我分享为什么改善这些指标目前对您不感兴趣？”

Asking this question gets the prospect to think about your product and/or value proposition in the context of their business and role and also helps you move beyond the initial resistance --usually into another objection. While it may seem undesirable to move from “not interested” to yet another sales objection, these secondary objections are usually more rational and less knee-jerk.

专家提示: Speak slowly and clearly. Gong's research also found top-performing reps speak more slowly than average reps (176wpm vs. 188wpm). Sometimes the prospect is not interested because he literally has no idea what you said. Also,“not interested”is just another way of saying“I don’t want to listen.”有时人们不想听你的话，没关系。

2. "We should connect to discuss the benefits for you when budget does open up."

According to new research fromMarc Wayshak，有55％的销售人员表示预算是他们强大的销售机会崩溃的最常见原因。如果潜在客户从未与您的公司接触过，声称他们负担不起您的解决方案，那么这只是使您摆脱困境的另一种方式。bob全站app

The more reasonable budget objection occurs when the prospect is working with a boot-strap budget where every penny of the year is already accounted for (“Management slashed my budget in half -- I honestly couldn’t buy your product even if I wanted to”). Sometimes, the prospect will say this to brush you off, but in most instances, it is a genuine concern.

It is up to the SDR's discretion, keen judgment, and instincts to determine if the prospect is being sincere. In this situation, it helps to keep in mind that your solution’s ROI could very well lead to a bigger budget for the prospect in the long run.

示例脚本：

SDR：“感谢您的洞察力，前景先生。我明白为什么您可能会犹豫要为您没有经验的解决方案开放一些预算。我打电话给您的原因是开放一些初始对话。客户X和客户X和y实施了我们的工具来解决Z和K，我知道这些也是您的业务问题。即使您不购买我们的解决方案，在预算开放时，我们可以谨慎地连接并讨论您的好处。”

Another type of budget objection results from the prospect having already evaluated the solution through previous meetings and concluding that it was not worth the cost. If this just happened, it will prove very difficult to convince the prospect that you have an additional value proposition outside of a sizeable discount. If a few months have passed, be sure to reference new clients, product updates, or use cases to demonstrate added value.

示例脚本：

SDR：“Ms. Prospect, since the last time we connected, we have improved our solution’s UX and expanded integration offerings. These updates are the reason CLIENT X just signed with us last month to increase T and R. Since you mentioned T and R as problems the last time we spoke, it would be great to reconnect and discuss the added value these improvements offer your business."

3. "I'm glad to hear you're already working with a provider."

While it may be tempting to try and overcome this objection by attacking or devaluing the prospect’s current solution, all too often the people we are speaking to are the same people responsible for completing the project we hope to replace. In these instances, implying that you somehow know better than your prospects or being outright rude is a bad idea.

I recommend affirming the value of your prospect’s solution and offering additional value. Think about it: If the prospect is already in the market for your services, it is his duty and in his best interest to be absolutely sure that the current solution is in fact ideal for the business.

Script example:

SDR：“I’m glad to hear that you are already working with a provider -- this confirms that you see the value in using such a solution to increase X and Y. I am calling you because in addition to increasing X and Y, we’ve worked with companies like CLIENT X to boost Z as
well."

4. "That's great. We can help you [insert value add]."

出现这种反对意见是因为潜在客户全神贯注于其他职责，并且无法设想使您的拟议项目成为优先事项。无论您的潜在客户现在都无法评估您的解决方案的任何原因，仍然有一些方法可以增加反对的另一面价值。

Script example:

Prospect: “We are too busy preparing for the holiday season right now.”

SDR: “That's great -- we can help you improve your checkout flow and guarantee smoother customer experiences during the busy season.”

5. "Buying now will ensure a smooth transition as new teammates join."

A team that's in flux or in the process of hiring new members can feel they're unable to move forward implementing new tools or services. But this can be the best time to pursue helpful solutions.

Show your prospect you can help an understaffed or transitional team function more efficiently. And stress the benefits of implementing the solution now, so they'll be able to train new teammates as they begin.

Script example:

Prospect: “We are waiting for the new manager to start, and we'll call you then. Asking a new hire to abruptly switch solutions after he starts can hamper productivity.”

SDR: “Buying now will help the manager develop familiarity with our solution and guarantees productivity.”

6. "Acting now ensures you capture this value add immediately."

潜在客户忙于实施另一个解决方案？伟大的！这表明他们已经确认您的产品或服务可以帮助您的疼痛点。鉴于54％的销售人员consider it harder to get in front of new prospects today than it was five years ago, you've already won half the battle by proving they already know your value.

Explain that your solution works well with the other they're currently implementing and will increase ROI even more.

Script example:

Prospect: “We are too busy implementing SOLUTION V.”

SDR：“太好了，像X和Y这样的客户发现解决方案V与我们的同时运作时，解决方案V的效果更好。立即行动将确保您可以立即捕获此附加值。”

When it comes to timing objections, there's usually a way to frame acting now vs. later as an opportunity for the prospect to get more done in the long run.