According to Leap Job, the average failure rate of cold calls is; 98% And before you chalk that one up to cold calls being ineffective, understand that; The problem is that the AVERAGE sales rep misses 2 critical components; 1) How to make the cold call more compelling and dare I say MORE objection … continue reading »
Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on quite a few cold calls. While these reps faced objections and stalls of ever variety, THE Number One Objection They Faced Was; “Sorry, not interested!” And that brings us to THE Most Popular Response To That; “OK. Thank you for … continue reading »
When it comes to phone objections, MOST (if not all) of the discussion seems to be around what to say or how to respond. Instead, let’s take a look at the things that will actually; Provoke the person on the other end of the phone to push back and object! In this week’s episode of … continue reading »
I’ve always felt that there are two radical extremes to prospecting. Extreme #1: Those Who Attempt Contact Way Too Frequently. I’ve come across articles from well respected thought leaders who lay out prospecting cadences that cross the line of being a pain in the ass. Things like leaving a voicemail, immediately sending an email and … continue reading »
Chip Heath, co author of Made To Stick once said; The most basic way to get someone’s attention is this; Break someone’s pattern! That statement has prospecting written all over it! Too many times, we find ourselves knee deep in a pattern of; We call, they blow off the call and let it go to … continue reading »
You call a “suspect” 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 … continue reading »
When it comes to making cold calls, objections can shut us down mighty quick! There’s a simple, 3 step formula I teach my coaching clients and as important as the first 2 steps are; MOST reps miss the third step completely. The third step is; Redirect BACK To The “ASK” If you’re like me, your … continue reading »
The special discount for our upcoming Objection Buster webinar ends TODAY! The webinar takes place on November 16th, at 11:30 am EST and its designed to help you avoid and respond to the phone objections that are limiting your results! I’ll be sharing over 25 tips and tactics as well as several templates to help … continue reading »
The best way for you to regain control of your cold calls is to know where and how you’re losing control in the first place! That’s why you need to start taping your end of your cold calls. It will help you pinpoint where (and HOW) you’re losing control Listen to what you’re saying as … continue reading »
I’ve never been a fan of phone scripts. While I understand the need in terms of delivering the right message, preparedness etc; They usually sound like a script to the poor bastard at the other end of the phone! Also, since they’re often written in “marketing speak” and at a minimum, NOT in each individual sales … continue reading »
I look forward to hearing from you!
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