Time
Cold Call: Hi I'm in a meeting and don't have time to talk right now
Understood, I know I'm getting you out of the blue here so I'll be brief! *Insert 30 second pitch*
OR
Understood, I'll call you back at X time, what's a good email so I can grab some time on your calendar?
I currently don't have the budget for anything like this
Understood! I know how that goes blah blah... How about we meet anyway to get introductions and a demo out of the way, that way when you do have the funding the process is that much smoother?
Hi I'm just *blanks* secretary, and she's very busy.
She must have a lot on her plate, how about I swing by later this week and drop off some lunch for her so she has 1 less thing to worry about.
We currently have something
I'm not looking to steal business from anyone, but I'd love the opportunity to give you a demo and throw our hat in the ring. Options never hurt!!!!
I see the value, but we don't need anything like this right now.
I'm not a fair weather friend. We've seen success in the past when we get at least an introduction and demo on the books, so when you're ready it's that much easier to implement!
We can take care of this in-house for half the price.
Obviously in-house could be "cheaper" upfront, but this is where you sell your overall value as a package. In-house typically means someone gets more responsibilities and lowers their productivity, all for a lower quality solution.
Thanks for meeting, but my department has no need for this, and I wouldn't be able to sign off on anything anyway.
This is where you can gather information. You have to turn them into your champion. Understand their world and pain points, as well as internal politics and landscape. Even if their department has no needs, you can fill out an org chart and learn about other departments. Find out who in their company might be interested, and set up an introduction!
We've actually used you in the past and had a bad experience.
First -> check your CRM in precall planning so this isn't a surprise.
Second -> "That's exactly why I'm reaching out, we're sorry you've had a poor experience in the past, but you're dealing with me now I can guarantee we won't make those mistakes again.
I don't have time for a meeting, just send me an email.
Of course I'll be sending an email, but how about we pencil in some time to meet. What we've seen work best in the past is getting even a brief 15-20 minute call on the books allows us to understand the full situation so we can best provide a solution. How about we set up a teams call next week blahblahblah
You're awfully expensive! What the heck.
First clarify. Is it truly cost centered, or a misalignment of value? Are they comparing you to another product/service?
*Usually* do not lower price - it can reflect poorly on your company. Now you have to go in on value selling and what sets your product/service apart and how it earns that price tag.
My boss is who's going to have to handle this decision.
Turn them into your champion! Don't be dismissive, but don't waste their time. Get a scope of the environment and earn their trust so they can sponsor a meeting between you and their boss!
I've been in this industry for a long time, I don't want to hear another BS sales pitch.
I can imagine someone with your level of experience has seen quite a bit, but I'm not here to pitch you. I really just want to get a better understanding of you and your business and see if there's room for us to provide value.