You’re absolutely right, you do need to seriously think about your options at this point. So there are 5 WAYS OUT of your situation………..
Which one of these makes the most sense to you?
If they still want a call back dont push! Sales resistance has been triggered – continue below with calendar commitment technique VERBATIM!
You: “That’s not a problem. What’s your timeframe on getting back to me in the next day or two just to see if I would be available for you?
Prospect: “I guess I could call you in a few days” or “call me back next week”
***You need to schedule a time. No waffling.***
You: “Well possibly, but I’m not usually available randomly like that. What I can do if you have your calendar handy, I can pull up mine and have you book a specific time with me, that way you don’t have to chase me down and vice versa, would that be appropriate?”
(This is called a “calendar commitment” technique and works almost everytime and shows that you are not desperate, you are busy, you have tons of clients you are helping solve their debt issues)
After appointment is booked say:
You: “Now before I go, what were you wanting to go over in your mind just so I know what questions you might have when we talk on (scheduled day/time)?”
The goal here is to now get them to open up and tell you their real concern which is the true objection.
They might say: “Well I’m just concerned about closing my cards, or I’m just not understanding how it works, or I’m not sure if I can afford this.”
Now that you have the true objection, this allows you to address the concerns on this call using the appropriate rebuttal versus waiting for the next call or possibly not speaking to them again. Now using a concerned tonality – discuss it like two people who are trying to work out a solution together and most of the time close the sale on that call.
If they still don’t give you the true objection or they still insist on sticking to the call back say:
You: “Okay so I have our appointment scheduled for (time/date), but is there any reason why you wouldn’t be on time just so I understand?”
Prospect: “No, I’ll be there for sure”
You: “Okay I just wanted to make sure because if I show up and you’re not there, what should we do at that point?”
You: “Oh, yeah, I don’t have much time to talk either. I only have a few minutes before my next appointment and just so you know, I’m not quite sure if we could even help you yet or if you would even qualify. I’d have to understand more about your current financial situation first because it might not make sense to even have another call.”
From here immediately follow up with an open ended connecting or consequence question such as:
“So (client name) tell me about your situation, what kind of/how much debt are you dealing with?”
“So how important is it for you to resolve your debt?”
“Have you considered the possible ramifications if you didn’t do anything about your situation?”
If they still insist they don’t have time to talk then back off and use the “calendar commitment” technique to schedule an appointment.