Category: Cold Calling

How do I get C-Level buyers to return my phone calls?
Be Likable.
“How,” you ask, “am I supposed to do that, when I’ve never even met the prospect, and I’m leaving a voicemail?”

Follow these 6 Steps to get your prospects attention when you leave initial voicemails:

“We don’t need your service.”

This objection means one of two things. Either:

“I have no problems related to your services right now,” or
“I am too busy with something else to talk to you,” or
BOTH, which is probably the case.

While customer profiling and targeting are keys to developing new accounts, sales prospecting is still a numbers and timing game. The fact is, you won’t get anywhere with anyone who has no need, whether actual or perceived. There are many ways to overcome this sales objection, and I recommend a good balance of grace and perseverance.

Successful sales racehorses understand that most prospects hate to receive traditional cold calls, and their first thought when they answer the phone is typically, “Oh no. How do I get rid of this caller?” The primary reason for this is that nobody likes to be sold. As a result, sales laggards often dread-and even fear-telephone prospecting. Consequently, they fail to execute one of the most important components of their profession: Qualified Lead Generation.

The successful technique I describe below capitalizes on the fact that prospects are often willing to help the caller if it provides a means for avoiding a sales pitch! Sales racehorses actually enjoy cold calling, because their objectives and goals for the process are different. With this technique, the opportunity for cold call rejection is minimized while the opportunity to grow the sales pipeline is greatly increased.
Prevent Cold Calling Objections