How to Overcome The "I'm Too Busy" Objection

Summary

In this sales training video, the speaker provides actionable techniques for handling objections, specifically when prospects say they're too busy or need time to think. The key approach involves disarming the prospect by agreeing with their objections and lowering their guard, followed by reframing the conversation to highlight the value of scheduling a follow-up appointment. The speaker also emphasizes the importance of uncovering the real reasons behind hesitation, whether it's price, timing, or other concerns. Throughout, the focus is on positioning oneself as a busy, in-demand expert while maintaining control of the conversation and guiding the prospect toward the next step.

Takeaways

• 😀 **Disarm the Prospect First**: Start by agreeing with the prospect's objection (e.g., 'I only have a few minutes anyway'). This helps lower their guard and sets the tone for a more collaborative conversation.
• 😀 **Use Deframing Techniques**: Deframe the prospect’s existing frame by making them question whether they even need the service or product you're offering.
• 😀 **Soft Tone and Body Language**: When asking questions, use a softer tone and lean in physically, which helps build trust and openness with the prospect.
• 😀 **Raise Your Status**: Mention that your schedule is busy and it's difficult to reach you, implying that you are an expert and in-demand, not desperate for business.
• 😀 **Reframe the Situation**: Shift the conversation to focus on the prospect's current solutions or needs, so they feel comfortable sharing more details about their situation.
• 😀 **Always Aim to Book the Next Appointment**: Instead of letting the conversation end without clarity, book a follow-up appointment. This keeps the momentum going and forces the prospect to make a decision.
• 😀 **Be Neutral About the Outcome**: When deframing, avoid coming across as certain that you can help them immediately. Instead, express uncertainty (e.g., 'I’m not quite sure we can help you yet'), which creates curiosity and keeps them engaged.
• 😀 **Ask Probing Questions to Uncover True Objections**: Questions like 'Who do you use now for [XYZ]?' help identify the prospect’s real concerns or satisfaction with their current solutions.
• 😀 **Empower the Prospect to Qualify You**: Position yourself as the expert who is evaluating if you can help them, rather than the other way around. This shifts the power dynamic and makes the prospect more likely to pursue you.
• 😀 **Softly Address Concerns**: If the prospect mentions they're unsure, guide them to open up by asking non-confrontational questions like 'What was it that you were wanting to think about?' to uncover their real concerns.

Q & A

What is the first step to handling the objection 'I'm busy, I'll get back to you if I'm interested'?

The first step is to get the prospect to let their guard down. This is done by agreeing with their concern, such as saying 'I understand, I only have a few minutes before my next appointment.' This softens their stance and reduces the likelihood of a defensive response.

What is 'deframing' in sales, and why is it important?

'Deframing' is the technique of breaking the prospect's initial thought frame, which is often defensive. It allows you to neutralize their objections and make them more open to hearing your offer. It's important because it lowers resistance and sets the stage for you to introduce a new frame or perspective.

Why should you tell the prospect that you're not sure if you can help them?

By expressing uncertainty about whether you can help them, you shift the conversation from a sales pitch to a more neutral, exploratory dialogue. It makes the prospect feel that you're genuinely assessing their needs, rather than just trying to push a sale.

How does using a soft tone in your questioning influence the prospect?

Using a soft tone makes your questions feel less aggressive and more sincere. It conveys that you're genuinely interested in understanding their needs and encourages the prospect to open up, reducing their resistance.

What is the benefit of booking a follow-up appointment during an objection conversation?

Booking a follow-up appointment helps to maintain control of the conversation and gives the prospect the impression that you’re a busy expert with limited availability. It also ensures that there’s a clear next step, which prevents the prospect from going cold or slipping away.

How does suggesting that it's hard to randomly get a hold of you impact the prospect?

Suggesting that it’s hard to reach you raises your status in the prospect’s mind, positioning you as someone who is in-demand and busy. This subtle technique helps to create a sense of exclusivity, making your time seem more valuable and limiting the prospect’s ability to take your availability for granted.

Why is it important to get the prospect to qualify to you instead of you qualifying to them?

Getting the prospect to qualify to you shifts the power dynamic, positioning you as the expert with the solution to their problem. It changes the conversation from you chasing the prospect to the prospect pursuing your expertise and the value you can provide.

What is the purpose of asking 'What was it that you were wanting to go over in your mind just so I know what questions you'll have when we talk again?'

This question is designed to uncover the real concerns or objections the prospect may have without putting them on the defensive. It positions you as a collaborator and creates an opportunity for you to address those concerns directly.

How does rephrasing the objection to 'What's really holding you back from moving forward?' help in uncovering true objections?

Rephrasing the objection helps to create a more open and non-confrontational conversation. It encourages the prospect to share their real concerns without feeling pressured, thus providing you with the opportunity to address those concerns effectively.

What is the significance of saying 'This is between me and you, it's off the record' during a sales call?

Saying 'This is between me and you, it's off the record' builds trust and creates a sense of confidentiality. It helps to break down barriers, making the prospect feel safe to share their true concerns and objections, as they don’t feel like they're being judged or recorded.