I have a VERY important question to ask you.
Is that an objection OR are they a bad prospect?
The other day I had an interesting exchange in one of my classes. Honestly in all the years I’ve been teaching Objection Handling I’ve never run across this before.
We even had a conversation about the two options:
1. it’s really not my job.
2. I’m lying because I don’t want to talk with you.
Personally I’m not sure the answer matters all that much, but I would have gotten behind the idea that #2 could be viewed as an objection.
BUT the first option, I just can’t.
The first option means you are targeting the wrong person! I’m not saying to never call that company again – but you need to move on and find new people within the account.
Merriam-Webster defines an objection as “a reason for disagreeing with or opposing something.”
> It’s really not my job isn’t a disagreement, it’s a fact.
> it’s really not my job doesn’t oppose something, it explains it.
Make sure when you run into a sales roadblock you figure out: Is that an objection OR are they a bad prospect?