Author Box
Articles Categories
All Categories
Articles Resources

The 7 White Lies Prospects Tell Telephone Prospectors

March 13, 2012 | Comments: 0 | Views: 121

One of the secrets for being more effective and successful in telephone sales is to know the types of objections you are likely to encounter. When you do, you are never caught off guard because you are better prepared to deal with them.

For instance, here are the top 7 objections telephone reps typically encounter in the initial phase of a call; usually during or right after the opening statement. You can call them 'white lies' because the prospect tosses them out because they want to get rid of you not because they're honest truths.

White Lie #1: I'm in a meeting

When you hear this objection don't you think, "Oh ya... then why did you answer the phone?" This is a wonderful mistruth because it tends to make the caller feel slightly guilty that he/she interrupted. It tends to work too. Reps utter some sort of an vague apology and say they'll call back. Meanwhile, the lie worked in getting your call deflected.

White Lie #2: Call me back

This is a very clever deception because the prospect leaves you with the feeling of 'hope.' We kid ourselves into believing that she REALLY DOES want us to call back and so we fall for it. Sometimes we even suggest a time and a date to which they agree. The only problem is the prospect is rarely there... thanks to call display and voice mail.

White Lie #3: Send me/e-mail me some Information

This is such a brush off. Sort of a cousin to the 'call me back' lie, this objection creates a degree of hope. I have watched reps gleefully stuff an envelope or spend 15 minutes composing a wonderful e-mail with 9 attachments, all the while confidently believing the prospect is waiting with baited breath. Don't hold your breath on this one either. The grotesque majority don't want your e-mail, letter or fax. They asked for it to get rid of you. Don't fall for it.

White Lie #4: I'm busy

This is not really a lie but the net result is still the same. Guiltily the telephone rep feels like he's an intrusion and gets knocked off his game. Quickly the valiant rep tries to recover by asking when would be a better time. The prospect says, "There is no better time, you'll have to just try later." The call comes to a grinding halt.

White Lie #5: Don't Need/Want Anything Right Now

Delivered politely, this little bit of misdirection works like a charm almost every time. The poor sales rep doesn't want to appear pushy and aggressive so he or she backs off immediately. If there's no need then there's no opportunity, right? The call ends nicely with a promise by the rep to call back 'in a few weeks.' Meanwhile the prospect has dodged a sales bullet and goes on merrily with his day.

White Lie #6: Send me a Quote /Proposal

This is probably the nastiest of the white lies. It's nefarious because the prospect might well be wasting a lot of your time and effort getting you to do work that he or she will never seriously consider. Proposals or quotes suggest that the client is serious about buying. Diligently and eagerly the rep takes the time to churn out a quote or proposal and makes countless follow up calls. Meanwhile, other, legitimate prospects are ignored or put aside.

White Lie #7: Satisfied with Current Vendor

Like its friend, "Don't Need Anything Right Now" this coverup is usually based on a truth. It works because it deflates the eager drive of the unsuspecting sales rep. We take the prospect at his word and dejectedly hang up. The prospect may indeed be happy with his vendor but a whopping good offer or an exciting new product may turn his head.

3 Steps to Managing Little White Lies

The trick to dealing with these lies/objections is not to cave in. Use these three steps to get past the lie and get the client talking.

Step #1: Empathize. No matter what the prospects throws at you simply pause and say, "I understand." It buys you some time to think and catches the prospect off guard a bit.

Step #2: Ignore it. It's probably a lie (although in some cases it could well be the truth) anyway so trying to respond to it won't solve the problem.

Step #3: Ask a compelling question. Start with this trigger phrase, "Jim, one quick question before I let you go..." Believe it or not, most prospects have a conscience. They know they mislead you and many of them feel slightly guilty. They will usually feel compelled to answer the question.

The trick is to ask a question that gets them thinking about a pain or a gain; a motivator; something that is compelling and out of the ordinary. For instance:

-A financial adviser might say, "Are you absolutely, 100% satisfied with your portfolio's performance this year?"-A safety poster rep might ask, "Roughly how many man hours have you lost to industrial accidents over the last six months?"-A sales trainer might inquire, "Are all your reps meeting and exceeding their sales quota for the year?" - A TENS reps might ask a chiropractor, "Has the economic turn down had an impact on the revenues of your practice?"

Questions like these tend to give pause. While they won't always hook the prospect's interest, some will. If the question works, you can ask more because now the prospect is engaged; mission accomplished. This is where preparation and planning comes into play. You KNOW with absolute and utter certainty that you're going to encounter these seven little lies throughout your calling day. If that's true -and it is - then you need to have a strategy whereby you don't fall for the lie and make a game of it by countering with a compelling thought, issue, concern, problem, opportunity.

Know the little white lies and have your counter question prepared ahead of time.

Jim Domanski is president of Teleconcepts Consulting and works with companies and individuals who struggle to use the telephone more effectively. Author of four highly regarded books on tele-selling, Jim also writes two e-newsletters for tele-sales reps and tele-sales managers. He has also provides training and consulting to audiences, universities, and clients through the US, Canada and Europe. Visit his website at, sign up for his newsletter (Tele-Sales Vitamins) and download articles and download his Special Report: "The Top 10 Voice Mail Blunders and What You Can do About Them."

Source: EzineArticles
Was this Helpful ?

Rate this Article

Article Tags:

Smokescreen Objections


Knee Jerk Objections


Handling Objections


Tele Prospecting Objections

In India, employment opportunities are set to grow by a good margin in the coming year, a phase which was started in the turn of the second decade of the 21st century. organisation, candidates with

By: Sarkariexam l Business > Careers Employment l April 01, 2013 lViews: 11709

Sometimes it is amazing to see that certain jobs can precipitate huge turnouts in the recruitment drives. It is as if thousands of people were waiting for the vacancy advertisements and the moment

By: Sarkariexam l Business > Careers Employment l December 30, 2012 lViews: 690

In recent times, jobs in healthcare segments have grown tremendously. It is anticipated that this growth curve will continue for the times to come. Various factors are responsible for this

By: Sarkariexam l Business > Career Advice l December 27, 2012 lViews: 449

Are you in a dilemma whether to choose web based CRM or not? If yes, don’t worry. You aren’t the sole person having this doubt.There are numerous firms trying to make out whether investing in a

By: Reneta Vasileva l Business > Customer Service l December 23, 2012 lViews: 409

If you think about it you will realize the fact that each business has its own set of risks that are involved in it.The trade secrets that you have and the information related to the business is what

By: brumbrum1 l Business > Risk Management l December 23, 2012 lViews: 263

As the time is changing, concierge management services are now growing despite the slowing economies of the world. The main reason of it is the need that is highly specific to the people who like to

By: willsmith10 l Business > Management l December 23, 2012 lViews: 334

Introducing carefully guarded secrets to hiring B2B inside salesman and telemarketers. It's not Vegas and you can't just roll the dice and hire anyone and you can't use a resume by itself either.

By: Mike B Cynarl Business > Sales Telesellingl June 19, 2012 lViews: 172

Telemarketing has long gone from the stereotypical image of cold calling salespeople. Today, telemarketing advocates now focus on the its capacity to get in touch with prospects and get information.

By: Camille A Thompsonl Business > Sales Telesellingl June 17, 2012 lViews: 182

Did you know your receptionists / telephonists could be making you more appointments and ultimately more money? Now, I'm not talking about your receptionists / telephonists making outbound phone

By: W J Simmonsl Business > Sales Telesellingl June 11, 2012 lViews: 208

Anyone who has experienced a fear of calling knows how miserable it feels. There's help! There's a treatment called Emotional Freedom Techniques (EFT) you can do yourself. Imagine how much easier and

By: Kimberly Schenkl Business > Sales Telesellingl June 02, 2012 lViews: 182

Talking too much is a common problem for Sales people, but there's light at the end of the tunnel if we can find that little bit of extra discipline in our daily working routine. Everybody loves to

By: David Lynchl Business > Sales Telesellingl May 27, 2012 lViews: 185

Cold calling can be nerve racking for many Inventors and they panic or go blank when the other party answers. They forget it is just another person on the other end. Here are some tips that might

By: Roger A Brownl Business > Sales Telesellingl May 26, 2012 lViews: 197

"It's not in the budget" is one of the most common objections in telephone selling. The question is, is it real or is it a smokescreen? Then, if it is legitimate, how do you overcome it? This article

By: Jim Domanskil Business > Sales Telesellingl March 13, 2012 lViews: 128

The reason why your B2B e-mail gets a low response rate is because your subject line fails to intrigue. By having a superb subject line and by developing a short but intriguing message, you increase

By: Jim Domanskil Business > Sales Telesellingl March 13, 2012 lViews: 110

Discuss this Article

comments powered by Disqus