The 5-Step Cold Call Challenge: Overcome Obstacles to More Appointments and Sales
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Do you know how to get past the “gatekeeper” so you can talk to your prospect? What if your prospect says she doesn’t have time? Or asks you a tough question? The most successful cold callers know how to navigate these challenging scenarios to win over prospects and set more appointments. Learn how in this presentation from Business Wise Insiders!
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The 5-Step Cold Call Challenge: Overcome Obstacles to More Appointments and Sales
- 1. The 5-Step Cold Call Challenge: Overcome Obstacles to More Appointments and Sales
- 2. Cold calling is a SKILL. FACT Whether you’re a natural or a novice, you can ALWAYS IMPROVE. So how do you SHARPEN your skills and set MORE APPOINTMENTS? WEAK STRONG
- 3. Just like athletes, musicians, surgeons, and other professionals, sales reps get better when they PRACTICE. What’s this regarding? How much does it cost? No thanks, not interested. I’m happy with the way things are. We don’t have the budget. Send some info, I’ll get back to you.
- 4. Use the 5-STEP PRACTICE CHALLENGE to sharpen your most critical cold call skills: Get Past the Gatekeeper Overcome Resistance Answer Tough Questions 5 ROLE PLAY SCENARIOS Play the Prospect Play the Fly on the Wall
- 5. Play the Prospect CHALLENGE No. 1
- 6. ROLE REVERSAL To ensure you always keep your prospect’s priorities in mind, take turns playing THE ROLE OF THE PROSPECT. “Do you have a moment to speak with me?” “What this regarding?”
- 7. KEY TIPS Be tough, but be fair / realistic Ask yourself: “As the prospect, what’s in it for me?” No business jargon!
- 8. Play the Fly on the Wall CHALLENGE No. 2
- 9. THE POWER OF OBSERVATION Take turns between role playing and OBSERVING, then offer FEEDBACK. ... ...
- 10. THE 6:1 RULE of POSITIVE FEEDBACK POSITIVE REINFORCEMENT is more likely to lead to behavior change than negative criticism. Always offer POSITIVE FEEDBACK FIRST. Strive for a 6-to-1 RATIO of positive comments to negative ones.
- 11. KEY TIPS In larger groups, get everyone involved Fly on the wall = low pressure, different perspective Gain ideas: take notes on what to emulate / avoid
- 12. Get Past the Gatekeeper CHALLENGE No. 3
- 13. Good morning, XYZ, Inc. And WHAT COMPANY are you with? What is this REGARDING? THE GATEKEEPER These days, the “Gatekeeper” is often your prospect’s VOICEMAIL. But what happens when your call is answered by a REAL PERSON?
- 14. KEY TIPS Provide minimal info about yourself / your company Keep answers short, ask again Decide: gatekeeper or prospect?
- 15. Overcome Initial Resistance CHALLENGE No. 4
- 16. Sorry, who are you with? What are you SELLING? Cut to the chase—how much does it COST? NOT INTERESTED. I’m happy with the tools we’re using. THE RESISTANT PROSPECT Often, prospects will attempt to get you off the phone quickly by offering INITIAL RESISTANCE to a conversation...
- 17. THE “INITIAL RESISTANCE” OBSTACLE COURSE PIVOT TO YOUR PROSPECT Answer your prospect’s questions directly and succinctly, then move the focus to the prospect. DON’T ANSWER UNASKED QUESTIONS Avoid providing info unless prompted (e.g., info about your company and what you do). ASK CLARIFYING QUESTIONS Determine whether your prospect’s questions reflect genuine concerns or are just silence fillers. ASK PROBING QUESTIONS Ask questions to encourage your prospect to talk about their problems and priorities.
- 18. KEY TIPS Always anticipate resistance Your goal: get your prospect talking about goals / problems Sell the appointment, not your product
- 19. Answer the Tough Questions CHALLENGE No. 5
- 20. NOT INTERESTED: No thanks, not really thinking about that right now. STATUS QUO: I’m happy with things the way they are. BAD EXPERIENCE: I tried something similar before and it was terrible. MORE INFO: Send me some info and I’ll get back to you. BAD TIMING: We have a lot going on; our budget is spread thin. THE 5 OBJECTIONS Most prospect objections fall into these 5 CATEGORIES:
- 21. KEY TIPS Listen; get in tune with your prospect Ask questions to take control of the conversation “That’s exactly why I called” / “We can’t help, right?”
- 22. INSIDERS
- 23. © Business Wise Inc. 2017 CHARLOTTE 2101 Rexford Rd. Suite 132E Charlotte, NC 28211 T. 704.554.4112 ATLANTA 6190 Powers Ferry Rd. Suite 190 Atlanta, GA 30339 T. 770.956.1955 DALLAS 15851 Dallas Pkwy. Suite 404 Addison, TX 75001 T. 214.306.0605