HOW NOT TO TAKE NO FOR AN ANSWER
How should telemarketers handle objections when trying to set up appointments? Try these answers:
EXAMPLES OF OBJECTIONS AND SUGGESTED ANSWERS:
NOT INTERESTED: [NAME], I can understand your not being interested in something you haven't had a chance to see, but . . . so you can judge this idea for yourself. WOULD YOU...
TOO BUSY: [NAME], I appreciate that you're a busy person.-that's why I'm telephoning you for an appointment rather than calling on the off-chance of seeing you. WOULD YOU...
WHAT'S THE IDEA: [NAME], the reason why this idea has proved of such value to other people is that it can be explained clearly and quickly, provided it can be demonstrated on a personal basis. WOULD YOU...
SEND ME DETAILS: Certainly I'll send you details, [NAME], but they will be worthless unless they relate to your particular situation, and that's one of the reasons why this idea may be of value to you. WOULD YOU...
NO MONEY-CAN'T AFFORD IT: [NAME], I can understand your trying to avoid unnecessary expenses; however, there is no obligation on your part. All I'm asking you to do is to look at the idea to see whether or not it will be of value to you. WOULD YOU...
WASTING YOUR TIME: [NAME], since this idea might be of value to you, I certainly don't mind spending the time-since I do think you'll find this an interesting idea. WOULD YOU...
NO NEED: Of course, [NAME], you'd be the sole judge of whether or not this particular idea would be of value to you. WOULD YOU...
ALL OCCASIONS: You are saying in effect, [NAME], that you are not in the market for insurance at this time, and I would have been very surprised if you had said you were. The purpose of my visit will be to place before you the details of this unusual idea, and you can then decide very quickly if it will be of any value to you. That's fair enough, isn't it? WOULD YOU...