Feedback Form
Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?

Sales Lessons From Starbucks And Dell

How to Handle Objection When You Cold Call



How to Handle Objection When You Cold Call
   

We’ve all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an “objection,” or just say something to end the conversation.

Most of us have been trained to overcome objections during our cold calls, and keep moving forward. The thinking is that if you’re persistent enough, then you’ll make the sale.

In other words, we’re supposed to bypass people's objections and concerns because we’ve already decided for them that they should buy what we have to offer.

A lot of times, prospects express objections because they’re actually reacting to the sales pressure you’re unknowingly creating. This is the root of the old but true saying, “If they don’t buy how you sell, they’ll never buy what you sell.”

This is what I call real resistance, because clients are resisting your cold calling attempts to sell them. Their objections may actually be code words for “I’m feeling pressured by how you’re selling.”

The tricky thing is that your potential client probably isn’t going to tell you the truth. After all, when was the last time someone said, “You know, I feel as if you’re really attached to getting the sale here. And that’s making me feel pressured. It’s creating a slight tension in my stomach. I’m not about to tell you anything more about my situation and the issues I’m trying to solve, because at this point, I don’t trust you.”

Here are three important ways to keep your cold calling conversations resistance-free:

1. Assume that pressure is always present.

Even when you’re doing everything you can to create a pressure-free environment, assume that the other person is going to feel some sales pressure.

Why must you do this? Because in cold calling, you’re not battling about your product, how good it is, or how competitive it is. You’re battling the negative “salesperson” image and stereotype.

Your clients have lived through so many traditional sales approaches that any behavior or energy that connects you with that image will set off internal alarms, make them shut down, and raise objections.

This is why you must be sure that your communication style never makes your prospects feel as if you’re associated with the negative stereotype of a “salesperson.”

2. Trust your intuition and instincts.

Over time you’ll start picking up signals that show someone is feeling pressured, and be able to avoid saying things that will only create resistance. You’ll start listening to yourself and be aware of anything that conveys sales pressure.

For example, here are some signs that potential clients may be reacting to when they sense as your attempts to pressure them:

• They stop asking your questions
• They seem to lose interest in talking with you
• They give you short answers
• They seem to withdraw their energy from the situation

To avoid creating resistance, you need to forget virtually everything you’ve ever been told about selling, and replace it with this simple idea: care about the well-being of your prospect more than you care about just making the sale.

3. Stop as Soon as You Hear an Objection

Whenever you hear an objection, stop. Take a deep breath and physically relax yourself. Then gently re-engage the conversation as you continue to explore the truth of your potential client’s situation.

4. Honor the “weak moment”

An objection is really the greatest moment of vulnerability for potential clients, because they aren’t sure. If they were sure, they’d simply say “yes” or “no.”

But they aren’t sure, so they may be using an “objection” as a way to buy time, to get some space so they can stay in control (because they assume that you’re going to try to pressure them).

Remember, most of the time, your potential clients aren’t objecting to what you’re selling but to how you’re selling. The best way to stop triggering resistance is by not pushing during moments of uncertainty. When you allow things to unfold naturally instead of pressuring the sale, people feel okay about being less defensive.

How to Handle Objection When You Cold Call - To learn more about this author, visit Ari Galper's Website.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
Sales Training - Pre-empting Objections
  Stop the objections before they come up!
Cutting Through Stalls and Objections
  There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good id...
How to Handle Objection When You Cold Call
  We’ve all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an “objection,” or just say something to end the conve...
6 steps to meet the challenge of objections!
  They are part and parcel of every sales situation, so the sooner you learn how to deal with them, the more successful your sales activities will be. Yet how do you react when an objection first arises, especially a...
Overcoming Objections
  Overcoming objections is one of the greatest challenges, if not the greatest challenge, a salesman faces. Many salesmen would rather let a customer walk away, and lose the sa...

Related Forum Posts Related Forum Posts
Dan Kennedy's take on Cold Calls Dan Kennedy's take on Cold Calls
Fear Of Cold Calling Fear Of Cold Calling
Who hates cold calling? Who hates cold calling?
Best - Pen Ever Best - Pen Ever
Product promotion strategy Product promotion strategy
Eliminating rejection in Cold Calls Eliminating rejection in Cold Calls
I answer my phone I answer my phone
Cold Calling Cold Calling

 
About the Author


Ari Galper
(Visit Ari's Website)
Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit www. UnlockTheGame.com.
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
New Cold Calling and Sales Approach - Cold calling and sales guru and EvanCarmichael.com expert Ari Galper explains how the Unlock The Game sales approach can provide you with a framework for how to create trust over the phone when you are cold calling.
Become An Author

Free Downloads


Ari Galper's

Complete
List Of
Sales
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Ari Galper's Complete List of Sales Articles For FREE!

More Ari Galper
Do You Have to Be Aggressive to Make Sales
How to Cold Call without a Script
Diffuse Cold Calling Pressure
How to Cold Calling Without a Pitch
Four Keys to Making Your Cold Call StressFree
How to Make Cold Calling Opportunities Out of Voice Mails
The Surprising Truth about Cold Calling
7 Ways To Stop Selling Start Building Relationships
Why Inbound Calls Are Really Cold Calls
How to Handle Objection When You Cold Call
Become An Author