In an ideal world, you and I would call a potential client and they would gladly agree to meet with us.
In the REAL world, potential clients utilize stalls (“Call me back next month” “Send me your info” etc) as well as objections.
Here are 4 ways to get better at AVOIDING objections as well as OVERCOMING them;
#1 Awareness is always the first step. Tape your end of your outbound calls and later that day, review your “game” tape.
Pay attention to WHAT you are saying as well as HOW you are saying it immediately BEFORE you get hit with your objections.
Then review WHAT you are saying as well as HOW you are saying it immediately AFTER your objections.
How are you responding?
Do your rebuttals typically result in your potential client granting the appointment?
In both scenarios (Before and after the objection), make any necessary “Notes to self” so that you can tweak things during your next calling session.
Note: This is EXACTLY what all the best teams do. They review their game tape and flag areas for improvement.
Sales Managers: What if you had each of your reps bring their “game tape” to your sales meetings and you randomly selected 1 or more for a team review?
#2 Step Back and Craft 3 Responses. If you want to get really good at something, then train to handle scenarios that are TOUGHER than reality.
How do you do that with Phone Objections? Try coming up with 3, really kick ass responses for each of your typical objections.
This FREE worksheet will guide you through the exercise!
#3 Continue To Train TOUGHER Than Reality. Ask a coworker, a friend, another sales professional from your LinkedIn network to be your “sparring partner” once a week.
In just 5 minutes, you can call your sparring partner, say whatever it is you would say and then their job is to pepper you with objections.
Your job is to give them 3 responses to ANY phone objection they hit you with. Then return the favor.
Want To Kick This Up A Notch? Use a FREE service like Uber Conference and tape your sparring session. Review the “game tape” later for additional learning opportunities.
#4 Come Join Us For Our Objection Buster Webinar this Friday, November 16th, at 11:30 am EST.
By joining us, you’ll gain access to;
- 5 Ways To “Soften The Target” BEFORE You Make The Call.
- How To Warm Up and How To Conduct A “Warm Up” Call.
- 3 Ways To Perfect Your “Pitch”.
- What You MUST Say In The First 8 Seconds Of Your Call.
- How To Use The Preemptive Strike Tactic To Neutralize Objections.
- How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
- The 3 Step “Objection Buster” Formula.
- How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
- How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
- An Exercise That Will Triple Your Responses To Typical Objections.
When?
This Friday, November 16th, at 11:30 am EST.
Can’t make it?
Sign up anyway and you’ll receive the webinar replay and all the resources listed below.
What’s Included?
(1) 90 Minute Webinar With Mucho Actionable Tips
Worksheets
Webinar Replay
Cold Call Template
7 Objection Buster Templates
How Much?
$99
