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 time thing, in that it’s just easier 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 Session 2 of our upcoming prospecting resource.
Have you signed up yet?
Better hurry, otherwise here’s what you’re about to miss;
Session I: 7 Approaches To Prospecting That Are Incredibly Relevant Right Now.
Where the “money” is right now and one counterintuitive approach 99% of your competitors haven’t thought of.
A thought process that smart companies utilized during the last recession that changed their results dramatically.
A philosophy American Express pioneered that could work wonders for you right now!
How to REALLY get on your prospect’s radar screen WITHOUT being gimmicky or insensitive.
Session II: Retooling Your Cold Calls.
3 phone scripts designed for prospecting during the pandemic. And yes, I’ll send you the templates.
3 voicemail scripts that are relevant to what your prospect’s are concerned with, right NOW. What? You’d like the templates? Done!
How to respond to a new wave of phone objections and stalls without being insensitive about it! And just for heck of it, we’ll have a little chat about what to say when someone gives you hell for prospecting “at a time like this”.
How to create “mental body armor” and avoid burnout!
Session III: How To Utilize Emails and LinkedIn In A Way That Adds Value.
Why emails crash and burn during times like these and what you can do IMMEDIATELY, to change that.
10 emails that have been created to help you communicate more effectively during Covid-19. Will I send you the templates? Hell to the YES!
A PDF With 10 Subject Lines
The hidden LinkedIn tactic that will make you a star with your network, NOW more than ever!
What you should do INSTEAD of putting endless hours into posting content.
10 LinkedIn templates that will help you stand out with your network.
Session IV: Creating A Prospecting Cadence That’s Helpful, Caring, and Incredibly Effective!
The 5 components of your cadence that MUST be adjusted during Covid-19
3, count ’em, 3, pre-made prospecting cadences, complete with templates, scripts, etc.
A tactic that creates anticipation for your next call, email, etc.
When?
Our virtual class is in session starting April 14th from 11:30 am – 12:30 pm EST and we’ll meet each Tuesday until our final session on May 5th.
“What happens if I can’t make a session?”
Then you’re screwed and there’s nothing I can do for you! Just kidding, I got you covered! I record each session and will send the recording out later that day. Go at your own pace, I don’t want this to be a hassle for you!
What’s Included?
(4) 60-75 Minute “Live” Training Sessions
Recording From Each Session (Sent Later That Day)
(3) Phone Scripts
(3) Voicemail Scripts
(10) Email Templates
Bonus PDF With 10 Attention Getting Subject Lines
(10) LinkedIn Templates
(3) Complete Prospecting Cadences With Scripts and Templates
Personalized Feedback After Each Session When You Hand In Your Homework Assignment. Yep, your seventh grade math teacher is back baby and he’s pissed!
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to secure your spot in this program!
