We focus way too much on the symptoms rather than the cause of phone objections!
The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today.
There are many things that increase the probability of a phone objection, here’s a partial list to help you raise your awareness;
You Have An AMAZING “TOURNIQUET” But You’re Calling Someone Who DOESN’T Have The Same URGENCY As Someone Who Is “Bleeding”!
You DIDN’T Give Them A Compelling Reason To Hear You Out And/Or Meet With You
You Failed To Capture Their Interest
You Failed To Take Control Of The Call
You Took Too Much Control Of The Call Making Them Feel Subservient
You Said The Right Things But Your Delivery Sucked
You Came Across As Nervous And They (Subconsciously) Equated That With A Lack Of Confidence
You Hit Them With A “Pitch” Instead Of Creating A Dialogue
They Just Aren’t Familiar Enough With YOU and Your Company
You’ve Become A Pain In Their Ass With The Amount Of Calls, Emails Etc
They’re Simply Predisposed To Initially Reject People Trying To Sell Them Something
I want to explain this one a bit.
Most people are predisposed to be hesitant with sales reps, hence the “I’m just looking” when we are actually going to the store to buy something. We want to step back and proceed cautiously, and;
During Covid-19 EVERYONE is proceeding cautiously, actually it isn’t about “proceeding cautiously”, it’s more about clinging to the status quo with a side helping of “Let’s wait and see how this pandemic turns out!
Awareness is always the first step, so;
Why don’t you start by recording your end of your calls so you can hear what you’re actually saying, how you’re saying it, as well as identifying the key moment when that call took a sh*t.
Then go back to the drawing board and adjust your opening statement.
So there you have it;
A partial list of things that inspire objections!
How To Prospect Appropriately During Covid-19
If you’ve been looking for a few fresh prospecting ideas for prospecting during Covid-19.
If you’ve been struggling with WHAT to say at a time like this.
If you’d like to provide value during these challenging times WITHOUT giving away the proverbial store, and;
You’d really like to get in front of MORE opportunities!
You should reserve your spot for our upcoming prospecting webinar!
Have you signed up yet?
Here’s what you’ll gain access to;
- 10 Ways To Add Value. The big advice right now is to “be kind” and “add value” but how do you do that while trying to get in front of MORE opportunities? I’m going to include actual examples that I’ve been using as well as examples from your peers!
- 2 Messaging Tactics You Need To Leverage ASAP! Times have changed and therefore your sales messaging must change too!
- 3 “Covid-19” Specific Phone Scripts. Don’t even think about cold calling the same way you always have!
- 10 “Covid-19” Specific Email Templates. Want to stand out with your emails WITHOUT coming across as an insensitive ass? I got you covered!
When?
May 14th from 11:30 am – 12:30 pm EST.
IMPORTANT . . .
Can’t join us live? Sign up anyway and you’ll receive the webinar replay and all the extras listed below!
What’s Included?
(1) 60 Minute Webinar
Webinar Replay
(3) “Covid-19” Phone Scripts
(10) “Covid-19” Email Templates
How Much?
$99
