Prospect’s Objection: “We’re already doing well.”
Your Response: “So are we. That’s why we only partner with other successful businesses. We partner with businesses that aren’t willing to settle for just ‘doing well.’ We actively seek out synergies that allow us to combine our successes so that we both end up being even more financially successful.”
Prospect’s Objection: “We’ve already met our goals for the year/quarter.”
Your Response: “What is the one area in which you’d like to do a lot better next year?” (If you can help them identify an area of need, you can smoothly and legitimately segue into helping them identify solutions.)
And for the particularly bold salesperson — after all, you’ve got nothing to lose:
Prospect’s Objection: “We’ve already met our goals for the year/quarter.”
Your Response: “And that’s ENOUGH for you??” (The implication is that smart business people aren’t satisfied simply to “meet” financial goals; they want to exceed them.)
Note: None of these is included in the RADIO SALES OBJECTIONS SCRIPTBOOK. But the book does contain 317 other responses to the most common objections radio salespeople hear every day “on the street.”
