How to Overcome 4 Common Objections

Yesterday morning's post "7 Steps to the Perfect Cold Call" had a cold-calling recipe. As I briefly explained in that post, Andrea is all about getting the appointment. As such, she recommends asking for the appointment whenever you get an objection. Here are some examples that she gave me:

• Objection #1: I'm not interested. Response: You know, that's exactly what [other customer] said too when I first called them. They've since become a customer and as a result have [result statement.] Why don't we just get together so I can learn more about you company and what results we might create for you? How does [day] at [time] work for you?
• Objection #2: Send me some literature. Response: I'd be happy to, but until I learn more about your company and its needs, I won't know what to send. Why don't I come by [day] at [time] and I'll bring an assortment of literature with me?
• Objection #3: I'm too busy. Response: No problem, I won't keep you. What I'd like to do is come by when you have more time to talk. How does[day] at [time] work for you?
• Objection #4: It's not in our budget right now. Response: In that case, now is the perfect time to meet! We've found it very beneficial to discuss future needs and our solution early so that we can be of help during your decision making process. Why don't we get together [day] at [time]?

On the other hand, if the rest of the cold call was truly compelling, and you really did get some expression of interest (along with a weak objection), Andrea's recipes would probably work.

READERS: What do you think? Is Andrea's approach too "old school." Or does this approach still work?