Picking up the phone and cold calling can be one of the hardest things we have to do in our sales careers. That is until you are equipped with the skills to overcome cold calling objections and challenges by potential prospects.
We are going to start with the Top 3 Knee Jerk/Reflex reactions you get from prospects when calling on them.
- I’m not interested.
- Can you send me some information?
- We have already been taken care of.
Just to be clear, Knee Jerk and Reflex responses have nothing to do with you. When you call, people are busy. Their focus is not on you or your product. You are interrupting their day, and whatever they were doing, so they want to get back to whatever it was as soon as possible. If what they are currently doing is working, why should they listen to you?
Our goal on this call is to get their attention and redirect their focus to the benefits of speaking with us regarding our products or services.
Prospect Response #1: “I’m not interested”
This is used to get you off the phone, and let them get back to what they were doing. Even if it was nothing. Our challenge is the status quo, and our goals is to win the right to speak about our products or services. Choose of the options below, and begin to test which one works best for you.
“That’s fine and many of my best clients told me the same thing as well. But as they learned more about this and saw the benefits, they were glad they took a few minutes. One thing they liked….(add what they liked), is that something that you could benefit from?”
“I didn’t expect you to be interested, you don’t know enough about it yet. But I do know you’re interested in (provide a benefit here – saving money, increasing production, return, etc..) and that’s what we do.” and continue with your pitch.
“I know that _______, if you were interested you’d have called me! But seriously, I know you get a lot of calls, and every now and then it makes sense to listen to the right call, and this is it.”
“________ you probably get a lot of these calls, don’t you? You know, I get them, too, and believe me, I don’t like getting them any more than you do. But every now and then I listen because sometimes I there’s some information out there that will benefit me. And this is that kind of call for you. Let me ask you a quick question (make it a good one to uncover their need!)
Source : Article from Linked In.