Wise Me Up To Cold Calling by Shea Heer

Author:Shea Heer
Language: eng
Format: epub
Publisher: The Book Guild
Published: 2018-11-19T16:00:00+00:00

Conclusion

To get through the first door, unlock the fear and stop the chances of rejection:

•Be honest.

•Being FRESH so you can build a good rapport.

•Ask questions so you can stay on the call and qualify the opportunity.

•Keep your opening phrases simple and easy to understand.

•Believe in what you are saying so your tone is read correctly.

Door 2

Objections

Lock 2 – Losing control

Objections during cold calling are very common and tend to be one of the main reasons salespeople don’t like to make these types of calls. Quite rightly most sales people feel they are gifted in face-to-face interaction, and that phone calls don’t allow them to ‘shine’ in the same way. This is true as we have already said earlier; there are theories which prove the advantages of face-to-face over telephone interactions. However, if there were never any objections on the phone then I can’t help think that salespeople would make more cold calls. So let’s explore exactly what objections at this stage in the sales process are and how we can overcome or pre-eliminate them:

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