Cold Calling, just send me over some information
Cold Calling “Just, send me some information.”
Has this ever happened to you?
You: Good morning, Jane. Is Bill Jones available?
Gatekeeper: May I ask what this is in regards to?
You: Sure Jane, I faxed Bill the other day and told him I’d call at this time.”
Gatekeeper: Who’s calling?
You: Kevin Boyle
Gatekeeper: One moment please, Let me check for you…
Gatekeeper: OK, Mr. Boyle I will transfer you now.
You: Thank you Jane.
Your prospect: Hello
You: Hi Bill, This is Kevin Boyle from The Secrets to Sales Mastery do you have a quick 2 minutes? I’d like to talk to you about how I can improve your sales people’s cold calling and prospecting results.
Your prospect: I’m afraid not Kevin, can you just send me some information?
Yikes! Seems like we have run into a dead end!
I think you will really enjoy listening to this audio recording on how to get your foot in the door!
As you probably are well aware your prospects are generally overwhelmed and inundated by e-mails, phone calls, and meeting their own sales budgets. To remain effective, busy executives must remain indifferent to your sales advances. Busy juggling multiple projects, they practice astute time management skills: do, dump, or delegate.
Is it any wonder you get the polite brush off?
So the question becomes what to do?
I don’t believe in objection handling or overcoming objections, I believe in objection prevention.
My sales call goes something like this…
Gatekeeper: OK, Mr. Boyle I will transfer you now.
You: Thank you Jane.
Your prospect: Hello
You: Hi Bill, This is Kevin Boyle from The Secrets to Sales Mastery. We help people improve their cold calling and prospecting results and I’d like to send you over some information about our program… Can I verify your email address?
Your prospect: Sure!
I then verify his correct email address and I then ask my one BEST question that is designed to get my prospect talking about his business, his current supplier if he already has one and his problem.
His problem???
That’s right, his problem is universal.
I think it’s safe to say that almost every sales manager has salespeople who are not meeting their sales budgets, and it’s generally because they are either not good at or comfortable with cold calling.
Every business person has a problem that your product or service addresses.
The trick is learning how to frame it in such a way as to get your prospect or customers to admit that he or she needs help!
Kevin, please help me improve my cold calling and prospecting results and show me how to get my foot in the door and win over difficult prospects!
Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”
ps – Did you enjoy this post? Do you have any tricks or tips on how to overcome the objection “just send me over some information? Please feel free to add your comments!
Other Blog Articles on Cold Calling Techniques;
Cold Calling does it really work???
How to get your voice mails returned.
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