Countering the ‘Call Me After the Holidays’ Objection
There is a sales objection that is unique to this time of year: “Call me after the holidays.” If ever there was a “check’s in the mail” client blow off, this is it. We hear prospects utter these words all the time. For them, it’s the perfect response to a request for an appointment: It gives the rep hope and does not appear to be the dead end that it is.
I can almost hear them laughing in delight at their clever attempts to get rid of us, for they know that once the holidays come and go and we try to get them on the phone, the result will be that electronic stiff-arm called voice mail. >
So, try this instead…
Step One: Attempt to overcome the objection. Try saying, “This might actually be a perfect time to meet. Since it’s quiet, you and I can talk about your needs and you can investigate a new vendor—me!”
If that doesn’t work…
Step Two: Say something like, “That sounds fine. I tell you what, since the first business day of the new year is Jan. 2, I will give you that day to get your feet under you and will wait until Tuesday the third to call you. Does that work? [Likely an affirmative response follows.] Great! It’s a date. I will call you in the morning on Jan. 3, 2012. Enjoy your holidays!” Click!
Do you see what just happened? I just turned a blow off into a commitment. This prospect committed to speaking to me on Tuesday, Jan. 3. I now have an appointment to make an appointment. Sweet! But you’re not done!
Get a note in the mail (handwritten, of course), thanking the prospect for his/her time, wishing them “Happy Holidays” and adding, “I am looking forward to speaking with you on the third of January.”
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at email@example.com or (781) 934-7036 to discuss your sales challenges.