Basic Contact Objection

Can Contacts give you objections?

• yes

• no

• sometimes

• Only if we ask questions they don't know

What would you do if the contact says "I am not interested"

• Say: No problem, sorry for bothering you

• say: What area would you be interested in

• say: When do you select Vendors

What would you do if a contact says: I don't think this is my area

• Say: What would be your area?

• Say: No problem this is to be only sent over to IT Managers anyway

• Say: When do you select vendors

What is a pull back question?

• Questions to pull the contact back to making sure he talks to you

• Questions to pull the contact back into qualifying criteria

• Questions to pull the contact back by finding them on Linkedin

If the contact says a time frame that isn't accepted on the brief, What can we ask them?

• Will they consider changing the time frame for us

• When do they select vendors, 3 or 6 months prior

• Are they a decision maker in this project

Using objection handling can result in what?

• lead generation

• speaking to the contact

• nothing

What happens if you don't use your objection handling with contacts?

• Nothing

• We miss the opportunity - Don't generate the lead

• We hang up