Forums » COVID-19 Round Table

A Sales Script to Deal with COVID-19 Objections

    • 1093 posts
    March 17, 2020 11:25 AM PDT


    Here are some practical tips and a word-for-word way to handle this current objection:

    First: Take your “salesman hat” off. Nobody wants to be pitched hard right now. Instead, what they want is to be listened to.

    I always teach reps that one of the most important soft skills they can learn is to just talk to & listen to someone. Sales reps have a hard time with this, but now is the perfect time to practice this skill.

    Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. This will pass.

    Third: This is the perfect time to evaluate (your product or service) and to be ready to make the move ahead of their competition. In other words, what they do now will either position them to be ahead of or behind the other companies in their market space.

    And you can help them do that…

    Here is your script to use while prospecting and setting demos:

    Prospect: “We’re just not doing anything until this virus situation is settled…”

    You: “I completely understand. We’ve never seen anything like this before, tell me, how are you dealing with it?”

    [Hit MUTE. Let your prospect or client vent. They want to be heard right now—not pitched—and you will separate yourself from all the other desperate salespeople out there if you act as a trusted advisor right now. Share how you’re dealing with it as well.]

    After they have gotten it all out:

    “You know _________, we all know one thing for certain: While this is scary, and while we may have several weeks before things calm down, ultimately, it’s temporary. And that’s at least comforting—you know?”

    [Get their buy in on this.]

    “In the meantime, let me tell you what other companies I’m speaking with are doing. They are using this downtime to evaluate and compare services like ours so when the time comes to make a buying decision, they won’t lose any time to their competitors.

    “What I’d suggest is that we schedule some time so I can show you what your options are and what other companies are leaning towards—are you at least open to that?”