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 themself, "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's 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)
Copyright 2007
MR. COLD CALL SEMINARS - All rights reserved.
Behind The
Scenes With Mr. Cold Call Mr. Cold Call is the
author of "How To Have Fun Cold Calling" and "115 Common Sales Objections, 156 Clever And Savvy
Responses." According to Mr. Cold Call, "Your cold call success
is dependent on 11 winning personality traits (known as your Telephone Persona
Of Success!)." Collectively, these traits allow you to uniquely market
yourself over the telephone so that you can inspire your prospect’s curiosity
and reduce their resistance. Are you interested in finding out more about Mr.
Cold Call? Then sign-up for his free weekly cold calling tips atwww.mrcoldcall.com
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