"That's exactly why I called!" · Sales Alliance Academy

"That's exactly why I called!"

Hey guys,

Had some fun playing around with the "That's exactly why I called" objection handle whilst cold calling today. Wanted to share the idea for those that might not have come across it before.

For context, I pitch digital marketing services and I get a whole load of objections.

"I'm not interested"

"We've tried it before and it didn't work for us"

"We've got an in-house team / agency already"

"We're busy enough"

I decided to throw the line "That's exactly why I called" in there every time I had an objection today and was surprised at how well it works.

You've got to think on your feet a bit more after saying it but it breaks the pattern they're usually used to and actually kept me in the conversation for longer.

It's worth thinking of the common objections you usually get and having a follow up statement / question ready but was just sharing as others might find this useful too!

Take the classic "I'm not interested". You could respond with:

"That's exactly why I called. I imagine you didn't jump out of bed this morning thinking about digital marketing (personality). In fact, I imagine as the Owner / CEO / MD, it's probably not in your list of priorities right now (feeding their ego). We actually had some similar results for XYZ client that I'd like to share with you (build credibility). Would you be against the idea of me at least sharing them with you to see if it might at least take you to slightly interested?"

Anybody else had similar results or think this is something you could try out?

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