Wouldn’t it be great if you had the skills to overcome any objection on a cold call?
Think of how much more confidence you’d have when that phone is ringing, knowing that you won’t be a victim of rejection!
Well I can tell you that using the below information will make you a unstoppable force on every cold call from now until you expire!
Here’s the secret that ALMOST nobody tells you about handling objections…
Put the Buyer at Ease
I realize this might sound silly and is pretty vague, so let me explain…
If you are cold calling someone (either by phone or in person), that person is not expecting your call. They’re working on other projects that they need to get done in a certain period of time, and they DEFINITELY do not want to be bothered or sold anything right now.
The last thing they want to do is have some awkward conversation with a sleazy salesperson that just wants to line their pockets with the buyer’s hard earned dollars! Would you agree?
Knowing this information is vital to being able to put the buyer at ease when you call/show up so they don’t put up their big beautiful wall and block out everything you throw at them.
You have to operate in a way that doesn’t sound their alarms to even give yourself a fighting chance to get your pitch out, much less close the deal.
What I’m saying is, you can’t fight your prospect into giving you money…which is what most salespeople are taught to do. They argue rather than team up!
But there’s a better way, and this is it…
How to Disarm the Buyer
Once you know that the person you’re calling doesn’t have time, probably isn’t interested in your product (or even know about it), is already using something else, and doesn’t want to be sold anything, you can craft your conversation in a way that removes all of these obstacles…
…you can even tell them these things assuming what they are thinking! This is a psychological trick that actually builds massive rapport.
So when the prospects stops you right before your Big Claim and says “I’m not interested”, you already knew they would say that, and then you can MAKE IT OKAY that they aren’t interested right now!
Your response could even be “That’s OK, I wouldn’t expect you to be interested at this point. And I’m calling for that exact reason, to give you enough information to determine if you’d even ever be interested or not.”
Or if they say “I’m already using something else. I’m good.” Then you could say “Excellent! I knew you’d be using something else already, and you don’t need to make any decision today. I’m simply calling to give you information on an alternative that you might want to look at in the future.”
And then after every rebuttal, you transition back into qualifying to see if they would be a fit for your product. Easy peasy lemon squeezy!
So What Did You Learn?
This topic actually goes much deeper than this, and you can get an entire course on Buyer Psychology inside Cardone University, but here’s what you can walk away with today…
- Understand that the person on the other end of the call isn’t expecting your call, and will try to brush you off
- Have a response ready for the top 3-4 objections that you’d hear (I already listed 3 for you above)
- Make it OKAY for the buyer to objection and brush you off, then proceed to qualifying
It’s such a simple mindset shift to start thinking this way, and making it okay for the buyer to not have time or not be interested, but it will completely transform the way you sell!
I hope this article makes sense (I just drank wine), and hope you can use this in your own business to see the massive increase in sales and customer satisfaction that myself and hundreds of thousands of other salespeople and entrepreneurs have experienced!
-J
JakeMartincic.com 