Mastering the Art of Setting First Appointments (Part 2)

In Part 1 of Mastering the Art of Setting First Appointments, we learned how to set up a first meeting with a crafty yet simple WOW statement. Now, we will learn how to overcome objections when a prospect gives you a reason they don't need to meet with you. A sales objection is a concern, hesitation, or challenge raised by a potential customer that indicates a barrier to the sales process. Objections typically arise when the prospect has doubts, needs more information, or perceives a misalignment between their needs and the offered product or service. Sales objections include budget, timing, authority, perceived need, or trust.

For example:

• Budget objection: “It’s too expensive.”

• Timing objection: “We’re not ready to make a decision right now.”

• Authority objection: “I need to discuss this with my manager.”

• Need objection: “We don’t see the need for this right now.”

• Trust objection: “We are happy with our current vendor.”

Effectively addressing sales objections involves listening actively, empathizing, and providing tailored responses that demonstrate value and resolve the prospect’s concerns.

Overcoming Objections When Setting First Appointments

Objections are common in sales, but they’re not roadblocks. They’re opportunities to address concerns and build trust. Here’s how to handle them:

1. Anticipate common objections.

Prepare for objections like “We don’t have the budget,” “We’re happy with our current vendor,” or “I’m too busy right now.” Having thoughtful responses ready allows you to react confidently and persuasively.

2. Listen actively.

When an objection arises, listen carefully without interrupting. This shows respect and helps you fully understand their concerns, making your response more appropriate.

3. Acknowledge and validate.

Show empathy by acknowledging their concerns. For example: “I understand that budgeting is a challenge for many businesses.” Recognizing their perspective builds rapport and reduces defensiveness.

4. Respond with value.

Refocus the conversation on how your solution addresses their pain points. For instance, "Some of our clients initially had similar concerns, but they found that our solution actually helped them save money in the long term.” Share relevant examples or results to build credibility.

5. Ask for a small commitment.

If the prospect is hesitant, propose a brief meeting or quick call. For example: “Would a 15-minute call next week work to explore this further?” A smaller ask is less intimidating and increases the likelihood of agreement.

Practical Example: Overcoming the “Happy with the Current Vendor” Objection

Scenario: 

Customer says, “We are happy with our current vendor.”

Response:

1. Acknowledge and empathize: “I completely understand." It’s great that you have a vendor you’re satisfied with.”

2. Flip the perspective: “If your current vendor came to you with a program offering better pricing and service, would you be inclined to listen to them?”

3. The customer should say back to you, “Of course I would!”

4. Tie it back to your offering: “That is exactly why I’m calling.”

   
   

This approach encourages the prospect to remain open to exploring alternatives without feeling pressured. Once the customer agrees to meet, ask for their email address so you can send a calendar invite with your information and the meeting date and time.

By crafting a compelling WOW statement, effectively handling objections, and following best practices, you’ll increase your success rate in securing first appointments. This will lay the foundation for a productive sales relationship. Having set first meetings is now possible, and I'll discuss how to set them in my next installment.