How can you handle sales objections when prospects are busy?

You have to fully understand the objection and more importantly recognise the objection. Too often salespeople don’t even hear or recognise the objection and just talk over the prospect. Initial objections raised can be things such as “I don’t have time” or “we don’t have budget” or “this isn’t a priority at the moment” Acknowledging the objection even when the prospect is busy really helps and sets you apart. Asking more questions about the objection builds rapport and credibility.

Most often, the objection provided is not truly what the prospects are struggling with. It is our job as sales professionals to understand, recognize, and find the exact objection. The golden rule of sales is that, there is always a no, an objection, it is our job to probe it out, experience and techniques will then help us determine if that objection is true or hiding other things underneath it. Once the real objection is collected, build on it, bend their reality, let them think they are controlling the process, and make them come out with the solution to that objection.

First, grasp what it implies and why the prospect is bringing it up. You must appreciate and respect their time. Begin by acknowledging that you recognize they are busy. This demonstrates understanding and respect for their schedule. Consider saying, "I understand your busy schedule and appreciate you taking the time to speak with me." Then, offer options for a better time. For example, you could remark, "I understand you are busy right now. Would it be more convenient for me to follow up with you later today, or would another day this week be more suitable for you?" and Follow-Up Promptly: If the prospect wants a follow-up, make sure to respond immediately and at the agreed-upon time.

Sales is a combination of science and art. The prospect is busy only until he/she is not interested enough in your solution. One trick is to continue soft interactions. This can be done via LinkedIn or Emails or common communication platforms like exhibitions or workshops. You can keep sending them case studies, success stories, customer testimonials that they can relate to or find valuable for their organization and always mention about a quick phone call or a meeting in the email or message you are sending. Once the interest is generated, they will make time for you.

If the prospect is too busy to make time for a meeting. There are three reasons: 1) He is actually busy- In this case, he will fix a time at a later date. 2) He doesn't find a need for your service a their current state- In this case, they will try to bypass you. 3) They need the service/ product but not from you- Here they will do the same as above. If it's two you have to reevaluate your position. Will your service help him? If yes. Then you have to make him realize that. For 3rd You need to show why they should go for 'YOU'. And this doesn't have to do with your product or service, it's all about the BENEFITS of the service.

"Handling sales objections when prospects are busy requires finesse and understanding. First, acknowledge their time constraints with empathy. Then, offer concise solutions tailored to their needs, highlighting the value proposition. Utilize technology like scheduling tools for convenient follow-ups. Maintain persistence without being pushy, demonstrating patience and respect for their priorities. Ultimately, building rapport and providing timely, relevant information can turn busy prospects into valued clients. #SalesTips #TimeManagement #CustomerRelation

First off, the client is busy because they see investing time with you as a lower priority than whatever it is they are doing. Would they stop what they are doing and meet you for $1M? Wrong! Not if that meeting time is worth $5M to them. It's all about value. Demonstrate greater value first. Then you don't have to handle any objections.

In the dance of dialogue, clarity is the music that guides us. To avoid stepping on toes with our sales reps, we must embrace honesty like an old friend, welcome transparency as if it were our own shadow, and maintain consistency like the steady beat of a heart. Imagine conversations where truth is the language spoken, where every word builds a bridge rather than a wall. In this symphony of communication, misunderstandings become a forgotten tune, and harmony prevails. So, let's conduct our exchanges with the artistry of sincerity and the rhythm of reliability, creating a masterpiece of mutual understanding.

I usually do the following 1. Send them cartoons summarising our last conversation 2. Share with them caselets if any other client project I am executing which has made them successful 3. Sharing with them relevant content instead of follow up like a crazy chap