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• Sometimes the best way to handle a sales objection is to respond with another question.

• Did a prospect shut you down? Ask them if you can call them back in six months or one year: "(First name), it sounds like you're more than happy with (Insert their vendor here), however, people change their minds all the time, what works better for you, would you take my call six months from now? Or is one year from now work better for you?"

• If your prospect turns you down over the telephone try following up with an email. In your email, emphasize your persistence and detail exactly why they should meet with you. Try to do this in just two to five sentences and offer a few specific times to set up a visit to their office. "How does this (Insert a day, date and time here) or does (Insert a day, date and time here) work better?"

• Offer to prepare a "Customized Business Proposal" for your prospect. In order to do this, you will need to arrange a phone and/or in-person visit to their office. Click here to start setting an unlimited stream of sales appointments!

• Ask your prospect when the last time they had a review of their account relationship? Let them know that you just want to provide them with information on what you have to offer versus who they're using now. This way when they do make a decision (this could be now, next week, next year or several years from now) they information at hand to make the best possible decision for their company.

• Never follow up with your prospect on the day they return back in the office from vacation. By doing so, you have already set yourself up for a sales objection.

• A sales objection is not always a "NO." Such a response may simply mean that your prospect doesn't have enough information from you to make a firm decision!

• How would you respond to these 113 Common Sales Objections?
  

• Not all your prospects may have immediate interest, but as you follow up with them over a period of time you will notice that in fact people do change their minds. Check out this interesting article about how cold calls can help your prospect to create options

• A great way to respond to sales objections is through a sales technique coined by Pop Icon Mr. Cold Call? as a "Walking Testimonial." The next time you encounter a sales objection from your prospect offer to have them call one of your current customers. If you currently do not have a customer that you can use as a "Walking Testimonial" then simply pick up the phone and just ask. Think of this customer as your "ace of spades" or your "fallback plan." I would suggest having a few of these "types of customers" that you can easily have your prospect contact so that you do not bombard these customers with too many calls. I encourage you to be very selective when using them. As soon as you encounter an objection just respond with the following: "(First name of prospect), I understand how you feel and where you're coming from, please do take your time in your decision process. Also, I wanted to let you know that I have a very good customer of (Insert your company name here) and when I first met them (before they became a customer) they responded the same way you did just now. You are more than welcome to call (Insert the name of your customer and their company) and ask them about their seamless transition to our company and based on what they say perhaps you may give us a chance? Either way, I very much appreciate your time and per your request, I'll follow-up with you in (Insert time period here)." This technique also works well via email if you're going back and forth with your prospect. Again, just use the same example from above, but in written form. Forward this website to a friend and receive a FREE GIFT from Pop Icon!
  

• Learn how to overcome sales objections using "The Egg Basket Theory."

• 3 Sure-Fire Sales Rebuttals to handle prospect's who say, "I'm not Interested!"

• Try using this line the next time your prospect says that their not interested: "(First name of prospect), may I ask you one more question before you go? (pause) I was just wondering, if you had an issue with (Name of their vendor) and you had to call in, would you be handled as customer account number 12345 or does (Name of their vendor) really know you by your first name? (pause) I'm asking you this because I have a strong business relationship with all my customers and I know each of them by name, do they really know your name?"

• Get to know "The Power of The Pause" What does this mean? This means that you need to pause after each sales objection that you hear. Pausing shows your prospect that you are listening and really trying to help them.

• A positive attitude, a nice big smile and humor are three things can you can easily do to reduce resistance as you respond to objections.

• People who buy always ask themselves, "What's in it for me?" You must always keep this question in your mind in your responses.

• Make a list of every single objection that you hear on the telephone and come up with responses for each one!

• Study the features and benefits of your product and/or service each day. You may even want to make a commitment to yourself to spend "X" amount of hours each day or week to achieve this.

• When your call is completed and you have had several objections on the call ask yourself, "What could I have done or said differently to avoid that objection in the first place?"

• Contact a few of your company's most successful sales reps and ask them if you can sit with them for an hour to listen to their sales calls. Your time with them will give you new ideas as to what you need to do when you respond to your prospect objections.
  

• Study your competition, visit their website and sign-up for their FREE Newsletter. Such information will give you more insight into your industry, how your product and/or service is being sold and may give you new ideas as to how you want to approach each telephone call. Collectively, this "new information" that you have learned will help you to fine tune your sales message. The more effective your sales message the less objections you will hear and the more you will sell!

• If you cannot tell exactly what the objection is (i.e. a price objection or a time objection) then you can ask your prospect, "(First name of prospect), what are you really thinking?" (smile and then pause)

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Behind The Scenes With Mr. Cold Call?

Mr. Cold Call? is a worldwide sensation and claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include:

• 113 Common Sales Objections, 192 Clever and Savvy Responses
  
• How To Have Fun Cold Calling and get your telephone ringing off the HOOK!
• 58 Sales Openers that will WOW your sales prospects
  
• The New Business Idea Sales Generator Workbook

For more information on Mr. Cold Call? and to sign-up for his free weekly cold calling tips visit www.mrcoldcall.com