Sales Objection Handling: "I don't have time, I'm busy"
In this video, we are going to talk about how to overcome one of the most common cold calling objections: the “I don’t have time - I’m busy” objection.:format(webp))
Objections during cold calling are like weights in the gym; the more often you encounter them, the stronger you get.
Objections during cold calling are inevitable and they can originate from various factors. —your prospect is not interested, they’re a bit skeptical, or they might have simply been caught off guard by your call.
Whatever the reason may be, you must not forget that objections are not necessarily rejections. They're just a sign that your prospect still needs a bit more convincing and clarification on the value you're offering to them. In this video we are going to talk about how to overcome one of the most common cold calling objections: the “I don’t have time - I’m busy” - objection.
“I don’t have time - I’m busy.”
The "I don't have time – I'm busy” song is a hit sales professionals hear on repeat, but with the right approach, it can actually be transformed into a great opportunity to create a meaningful connection and turn this initial road block into a successful conversation.
Tip #1: Express empathy and respect
The first thing to do when you hear this phrase is to show respect to your prospect’s time constraints. Rather than just brushing off their concern, try to express empathy and understanding with phrases like, "I completely understand that you're busy" or "I appreciate you taking the time to speak with me.”
Tip #2: Offer flexibility
Once you've acknowledged the prospect's busyness, you can then try offering flexibility in scheduling. You can politely ask if there's a better time for them to chat or if they prefer to schedule a call for a later date. By demonstrating a willingness to accommodate their schedule, you show respect for their time and increase the likelihood of securing a more receptive conversation.
Tip #3: Keep it short and clear
One additional tip, when addressing the objection is to keep your dialogue as brief and straight to the point as possible. Avoid going sidetrack or overwhelming your prospect with unnecessary information. Instead, focus on delivering a concise message that highlights the key benefits of your offering and why it's worth their time to engage in further conversation.
Tip #4: Highlight the benefits
In your response to the objection, also make sure to gently highlight the value and the benefit of this conversation for the prospect. Point out how your product or service can address their pain points or help them achieve their goals. By clearly demonstrating the value proposition, you make it more compelling for the prospect to take the time to have a first discussion with you.
Tip #5: Know when to let to go
If the prospect still insists they're too busy to talk and you feel like you’re actually starting to bother them with your persistence, respect their decision and just gracefully exit the conversation. However, don't consider it as a defeat or a closed door. Instead, use it as an opportunity to follow up at a later time. Also make sure to show your appreciation for their time and express a genuine interest in reconnecting when their schedule allows.
Tip #5: Time to be humorous
One bonus tip that you can do in order to just have a little bit more fun with cold calling and sound more friendly and human to your prospect is to use humor.
One example of this is that when your prospect picks up the call and says “I don’t have time - I’m busy.” - you can just jokingly say to them;: "Oh, you’re busy - that’s perfect because I’m actually here to help you save time"! Which then peaks their curiosity and help engage them in a conversation. If they ask you for clarification; you can then start talking about your product or service that will indeed help them save time.
Conclusion:
Even though the "I don't have time" objection may initially seem like a obstacle, it's essential to approach it as an opportunity to demonstrate professionalism, understanding, and persistence. By being understanding of your prospect's busyness, offering flexibility, highlighting value, being brief and concise, and following up with respect, you can navigate through this objection and increase your chances of securing a fruitful conversation.