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Handling Sales Objections: "Sales Objections are defense mechanisms used by prospects. It's your job to help them realize that what you have to offer is of great and measurable value. One of the best strategies to handle objections is by restating their concerns and then asking them a laser-focused question so that you can get to the very root of their concern. As a sales consultant (you need to think of yourself as a consultant otherwise you're just another salesperson PUSHING A PRODUCT or SERVICE) you can help your prospect quickly realize that there are in fact "other alternatives" and "additional options" available in the marketplace."
Hang-up’s: “A prospect’s hangs-up on you? Call them back a year later and make mention that they hung up on you a year earlier. I can guarantee you that they will listen to what you have to say now.”
Humor: “Use humor to reduce cold call resistance.”
Information: “Information is power.”
Joking: “You mean you only call sales prospects three times and never call them back? You got to be joking, right?
Karma: “Do you have good karma over the telephone? If you don’t know what I’m talking about then you stink.”
Know-It-All's: "There are some who think they know everything, but what they don't realize is that they know nothing. It never hurts to keep those eyes of opportunity always open for suggestions and in the end you will find what works well for you and make it your own!"
Learn: “If you didn’t make a sale, ask your self, “What did I learn from this call and how can I use this information for future telephone calls?”
Life (Quote 1): "When life hits you the wrong way, some drop like flies, but the successful one's ask themselves this question: What will I do next?"
Life (Quote 2): "Experience life as you own it, don't just be a participant."
Motivational Tapes: “If you are looking for a way to be inspired then start listening to motivational tapes. If you listen to such tapes daily you will find yourself using the information that you have learned on your telephone calls. Your inspiration will ‘carry- over’ to your sales prospects and this inspiration will motivate them to do business with you!”
Names: “Use your prospect’s name in the beginning, middle and end of your conversation with them---that is if you want to make them feel important!”
Negative Thinking: “Will only lead you down a staircase that goes no where!”
Objections: “If you can’t handle a sales objection then I guess ‘stop and go’ traffic on the highway is not for you!”
Passion: "In sales, you need a lot of "No's" to get to a "YES!" If you can't take rejection then you're not passionate about what you do and as a result, you will not last very long at your job."
Pause: “Pausing creates a sense of authority.”
Planting Seeds of Information: "Cold calling is not about "Selling them" or the ideology that you will only be successful if you make 100 calls in a day. Cold Calling is about planting seeds of memorable information with your prospects. It's about finding solutions and not pushing a product or service. It's about having engaging conversations with your prospect. Cold calling is about opening new doors of opportunity that others may not come anywhere close to in a lifetime. It's a strategic way to let your prospects know that there are other options available to them than just XYZ Company."
Persistence: “Pleasant persistence wears down resistance.”
Personal Improvement: "Those who for strive for continuous self-improvement strive to breathe the fresh benefits of what life really has to offer ."
Positive Thinking (Quote 1): “Is the ability to see the daylight when it's dark outside.”
Positive Thinking (Quote 2): "I'm such a positive person that if I were a battery I wouldn't work."
Positive Thinking (Quote 3): "Think positive and the power of the universe will be in your pocket."
Promotion: "Cold calling is really about planting seeds of information. It's about getting your name out their. Don't expect an instant sale. It's about planting ideas in the prospect's head. It's about giving them options."
Prospect Interaction: "There's a reason why we have two ears and not just one. Don't just listen to your prospect, but listen to understand their business. As a result, you will begin to engage your prospect from a different perspective and in time, you will notice a thicker wallet. "
Push: "I remember when I first started cold calling (I had no clue what I was doing) and I went on an interview and at the end of the interview I had asked the interviewer for his initial thoughts? He responded, "You seem a bit timid." And of course, at the time, that response did get to me, but in time, that phrase became my catalyst for cold call success. I can't remember the name of this person, but I'd like to take a minute to personally thank you for saying that because sometimes in life you need people like that to push you to the next level."
Quality: "As salespeople, we need to go after quality sales prospects (i.e. prospects with defined metrics such as companies with revenue sizes of greater than $3,000,000 or high-networth individuals with greater than $1,000,000 in sales). However, in order to get quality sales prospects then you will need to consistently (i.e. meaning on a daily basis) focus on the quantity of your cold calling efforts."
Referrals: "I've got two words for ya? Just ask."
Resistance: “Use enthusiasm, creativity, humor and persistence to reduce your prospect’s resistance.
Research: “Can you say Google.com?”
Sales Openers: “The key to sales success is to be different. Why not try something new and different today when reaching out to sales prospects?"
Sample: “Sending a media kit w/o asking any qualifying questions is like a doctor writing a prescription with a blindfold on his face.”
Screeners: "If you find yourself speaking with screeners, assistants and receptionists all the time then I think you need to do a little more research prior to your cold call to find out who the decision-maker is? You need to have the names of business owners prior to picking up the telephone and you will find yourself speaking less with the gatekeeper and more with people who can make real decisions."
Status Quo: "It's really amazing what you can achieve over the telephone with an enthusiastic, upbeat and positive attitude. Effective cold calling is not just about picking up the telephone, it's really sort of an event. The question now is: Are you ready to make things happen OR do you make excuses as to why you shouldn't pick up the telephone? This is what separates the good from the great and the GREAT from the status quo. What exactly are you waiting for?"
Telephone Persona: “A telephone persona is the aura that you create over the telephone.”
Test: “Test, Test, Test, Test and keep testing your ideas.”
Time: "We have no control over the constant of time and only have control over the way we see things. Time will always pass us by, but the way we see time and how we react to it we have control over."
Undone: "No matter how much you do, there will always be something left undone."
Voicemails: “Leaving a voicemail is like painting a picture, but with words!”
Work: “Someone told me that cold calling doesn’t work? I responded politely and said, “Over 300 loan officers laughed at Walt Disney when he pitched each one his idea of building a theme park in Anaheim, CA –In 1955, Disneyland opened and you are right, I guess cold calling doesn’t work.
Xerox: “Listen, I can’t think of any x-words, but I wish I would have bought Xerox when it was $4.50 a share!”
Yes: “When a prospect tells you no, it doesn’t mean they won’t tell you YES at some point in the future!”
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