You call a potential client hoping to set an appointment and then it happens;
They tell you they’re not interested or any variation of “Thanks, but no thanks”.
Do you politely exit the call?
Do you try to make another go at it and if so;
How many “No’s” should we entertain before we politely exit the call and move on?
Here are two extremes that suck . . .
Extreme #1: You take the “No” and respectfully end the call.
Not a fan of this one!
Why?
I’m of the mindset that the first “No” is more of a default response so they can get back to work quicker.
Think I’m kidding?
Get in the habit of jotting down, word for word, what people tell you when they want to get you off their phone.
I’m willing to bet that they’ll say the same thing to you;
Whether you call them back 6 months, 6 years or;
If you tell them that you made too much money last year and your accountant wants you to give away 6 million dollars.
The first “No” is their “throw away”, their “auto-eject” and sadly;
Many reps accept it and move on!
Extreme #2: You wait until they tell you “No” three times before politely exiting the call.
This is how lots of reps are taught and its a great way to piss someone off, especially during a pandemic.
And then there’s this;
If you interrupt me from what I’m doing, and make me say “No” three times;
On the third “No” they will have to surgically remove my foot, from your ass!
So if one “No” is too little and;
Three is too many . . .
Two might be your best bet because now you can work past the “knee-jerk” objection while;
Respecting the recipient’s Gluteal region by not becoming a pain in it!
Agree?
Disagree?
What are your thoughts . . .
How many “No’s” should we accept before politely exiting a cold call?
One more thing before you go . . .
On a scale from 1-10, how would you rate your prospecting skills during the pandemic?
No matter where you landed on that scale from 1-10, there’s ALWAYS room for improvement!
We take a much deeper dive into this in our upcoming How To Hunt For New Business MORE Effectively course.
Have you had a look at it yet?
It combines cold calling, email, LinkedIn, snail mail, creativity, etc, to help you get in front of MORE opportunities.
It includes suggested call and voicemail scripts, email templates, and a LinkedIn communication plan that also includes templates.
Here’s what I have planned for you;
In Session 1, we’re going to explore how you can seriously warm up your cold calls.
We’ll talk about 3 different “scripts” that I’ve designed to be used during the pandemic.
We’ll discuss how you can create a more objection-resistant dialogue while maintaining control of the call. And while we’re at it, we’ll discuss a revised objection handling formula that’s a must if you’re using the phone.
In Session 2, we’ll discuss how you can master this thing we call “email”!
I have tips that will help you with your subject lines, overall message, how to improve your response rates, and a few tactics that will forever change the way you approach emails going forward!
Oh, and you’ll get to send me one of your prospecting emails for an honest and helpful critique.
In Session 3, we’re going to talk about how you can use creativity to stand out and capture the attention of your prospects.
I’ll be sharing numerous real-life examples of what sales reps have been using during the pandemic.
In Session 4, I’m going to show you how to put everything together into an all caps EPIC prospecting campaign.
We’ll explore a lethal tactic called “Mixing and Mapping”.
You’ll be creating a well orchestrated prospecting campaign and sending it to me so I can provide personalized feedback.
When?
Class Begins On April 21st (from 11:30 am EST to 12:30 pm EST) and will continue each week, for four weeks until May 5th.
Can’t Join Us Live?
Well, then you’re screwed and should just go back to struggling through your prospecting. Just kidding! We deliver each session live and then send out the replay later that day. Go at your own pace, my friend!
And Check This Out . . .
You’re Going To Be Paired Up With An Accountability Partner!
The problem with most courses is that there’s no one to hold you accountable. No one to make sure you’re applying what you learned!
Not on my watch baby!
I’m going to pair you up with someone else taking the course and;
I’m going to assign homework after each session where I’ll offer personalized feedback!
You’re welcome!
What’s Included?
(4) 60-75 Minute Training Sessions
Session Replay Sent Later That Day
(3) Phone Scripts
(3) Voicemail Scripts
PDF With Suggested Responses To Typical Phone Objections.
(15) Pandemic Appropriate Email Templates
Bonus PDF With 10 Attention-Getting Subject Lines
PDF With 6 Ways To Increase Email Response Rates
PDF With 6 Ways Your Peers Are Using Creative Prospecting Tactics During The Pandemic.
PDF With 30 Creative Prospecting Ideas
Folder With A 10 Touch Prospecting Campaign Complete With Suggested Templates and Phone Scripts.
Bonus Prerecorded Session Getting Your Sh*t Together
Bonus Prerecorded Session How To Generate Leads Via LinkedIn
(10) LinkedIn Templates
Personalized Feedback After Each Session When You Hand In Your Homework Assignment.
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to secure your spot in this program!
Train your ENTIRE sales team for $999!
Yep, Whether you have 5 sales reps or 5,000, you’ll only pay $999 total and;
Each member of your team will have access to Paul Castain and get his personalized feedback with the assignments.
We’ll (and by “We’ll I mean “I’ll”) even throw in a FREE 30 minute conference call for your team when you go with the $999 option.
