Almost everybody I know hates cold calling. And who can blame them? Everyone they call hates it, too. Receptionists hate getting sales call, prospects hate taking calls so it?s no wonder that sales reps hate it, too. In fact the sales industry as a whole hates it so much that it invented an entirely new way of making contacts called Sales 2.0. The problem with that though is that eventually you still have to pick up the phone and make a call.
So we’re back to the beginning, aren’t we? The only real solution is to learn how to make cold (or warm) calls effectively, and once you learn that, you’ll finally learn the secret of Top 20% performance. You see, the Top 20% don?t mind making cold calls. In fact, many of them (myself included) actually enjoy connecting with potential prospects and uncovering buying opportunities. And you can do this too if you learn to be prepared for the common brush offs and blow offs you get over and over again.
Here are three proven scripts you can use the next time you get any of the following initial brush off objections. Work with these and adjust them to fit your personality, your product or service. And once you do, begin using them on each and every call. I’ll tell you now, once you know how to handle these common brush offs, and once you begin actually connecting with potential buyers, you?ll not only make more sales, but you’ll actually enjoy making those calls.
How great will that be?
"Just send/fax/email the information (and I?ll keep it on file/have a look at it, etc.)"
"I’ll be happy to get this out to you in the next hour, but while I have you on the phone, let’s first see if this can actually help you and if there?s a real need on your end for this. How are you currently doing (Ask about a process related to your product or service). And if I could show you how to (Ask about how your benefit would help them), would you seriously be willing to consider using our solution to help you?"
"We’re already taken care of"
"I understand _________. And isn’t it true that if you could get the same or even better results for less than you’re spending right now, it’d be silly not to at least listen to how that might happen? You see, many of the clients I work with now told me the same thing but were happy they found out about our (introductory package, new client special, side by side comparison, etc.)"
We just don’t have the budget/money/etc.
"Where do you usually get budget from when you find something that you absolutely must have?"
While these rebuttals won’t help you handle all the selling situations you get when cold calling, they will help you overcome some of the most common ones. If you’d like over 100 effective scripts to handle the rest, and over a 100 closing scripts as well, then invest in my new book: The Ultimate Book of Phone Scripts.
People like Jeffrey Gitomer, Tom Hopkins and others are recommending it and giving away a special gift if you get it now. See it here: http://www.mrinsidesales.com/booklaunch.htm