When it comes to phone objections, we focus way too much on the symptoms and NOT the cause.
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 Good Enough 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.
On a similar note, it might not be a trust thing, it might be a lack of time thing, in that it’s just quicker to use some knee-jerk objection to get a rep off their phone.
So there you have it;
A partial list of things that inspire objections.
Remember . . .
The best way to handle an objection is to;
Avoid getting one in the first place!
We tackle objections (and how to avoid getting them) in our prospecting download.
Here’s what we cover;
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?
Download it today and then go at your own pace!
What’s Included?
(4) 60-75 Minute Pre-Recorded Training Sessions
(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 30 Creative Prospecting Ideas
Folder With A 10 Touch Prospecting Campaign Complete With Suggested Templates and Phone Scripts.
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 take BETTER control of your prospecting efforts!
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.
