If you're making cold calls
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or you're making any type of prospecting call,
chances are you're dealing with a lot of objections.
You're going to get a lot of resistance and that's okay.
That's part of making dials.
That's part of prospecting calls.
Because let's just put yourself in the shoes
of your prospect.
They receive a phone call from a stranger
that they don't know,
obviously, they're going to push back.
They're going to have objections.
They're going to try to get off the phone.
But, successful salespeople aren't afraid of that.
Successful salespeople,
in fact, embrace the objections that are coming their way
and they're prepared for it.
So in this video I'm going to show you how to crush
any cold calling objection.
Check it out.
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Number One- Have a call script to avoid objections
in the first place.
This is a really important idea
because even though it's not dealing with objections per se,
it's allowing you to avoid objections in the first place.
And so, here's the thing is that a weak call script
is going to get a lot more objections
than an effective call script.
That means that you want to have a strong call script
and it's good and it's tight
and it's not full of meandering, ums and ahs,
where you're trying to make out what you're saying next.
You need to have a script in place
because half of salespeople are just making calls
without any idea of what they're going to say
when they get that person on the call.
And so as a result, they just mumble on
and the prospect is like,
how do I get myself the hell off this call?
So, having a strong call script in the first place
is going to do a lot to actually help you avoid objections
in the first place.
Number Two- Know what's coming, when
because a prospecting call is a pretty short engagement
with a prospect.
You know, it's only a couple of minutes in most cases,
it can go on, but typically it's a couple of minutes
and most of the objections are going to come up early on
in the call.
So it's very structured and there's a lot of predictability
to what's going to happen on that call.
In fact, realistically,
when we are having our clients script out
their prospecting calls,
there's only a couple of obvious areas
where they're going to get a lot of pushback.
Obviously, the very beginning of the call
you're going to have some very likely objections.
So, an example of knowing what's coming, when.
A very common objection early on
is the prospect answers the phone,
sales person says a few things
and then the prospect determines
that it's likely a salesperson
and they're like, Hey, you know what?
This isn't a good time.
I really can't take this call right now.
Could you try me back later?
That's a really likely scenario.
And so, by knowing what's coming, when,
you are going to be ready for those objections.
And so, you really want to map out
what are the most likely areas
that you're going to get that pushback.
And so, if you've made prospecting calls before
you know where they come, right?
They tend to come at the beginning,
sometimes in the middle and then very often at the end,
when you go to try to schedule a next step.
And so, knowing where they're coming
and when they're coming and exactly what's likely to come,
now you can be prepared.
Number Three- Script out contingencies.
And so, now that you know what are the key objections
that are coming,
now it's time to actually script out
the biggest contingencies.
And so, a contingency is simply that rebuttal
to the very common objections.
So, actually dealing with objections on prospecting calls
is very different than dealing with objections
when you're going to close the sale or something like that.
When you're talking about a prospecting call,
you really can script out your contingencies
in a pretty tight and concise way.
The first step of any contingency
is to acknowledge what they just said.
So, let's take the beginning of the call.
You start the call and the prospect says, you know what?
This just isn't a good time. Could you try me later?
The first thing that you have to do
in scripting out your contingency
is acknowledge what the person just said.
If you just immediately come back with something hardcore,
they're going to be pretty turned off.
So by acknowledging what they say
you might say something like, you know what?
That sounds totally fair.
Sounds like this isn't a good time.
And so, now by acknowledging what they just said
you're going to lower their guard.
And so, that's a big part of actually scripting out
that contingency.
And then, after you've acknowledged what they said,
now you want to have a way to buy
just a little bit more time.
With prospecting calls
you're basically going 30 seconds to 30 seconds.
Every 30 seconds more that you hit with a prospect,
the more likely you are to be successful.
So, you might say something like,
you know what, George? That makes total sense.
It sounds like this isn't a good time.
Would it be okay if I just took 30 seconds
to tell you why I called it?
And if after it doesn't make sense, we could just hang up.
Sound fair? That's a pretty gutsy line.
But, what you're going to find
is that by using something like that,
that scripted out contingency,
now they're like, all right, fine, 30 seconds.
You got 30 seconds, go.
And so now you've bought yourself that 30 seconds
and you're so much more likely to make it
to that next step, as opposed to just acquiescing
with the prospect when they're like, this isn't a good time.
And what most salespeople say is
oh, okay, well, when would be a good time to try you back?
And the person doesn't really want to have them call back.
They're just trying to hide.
They're trying to get off the damn phone.
So, have those contingencies, play hardball, be assertive.
Number Four- Make it a game.
Now, when I first started my first business,
which was a marketing business
selling to small business owners,
I was making a lot of dials.
And what I would constantly do was make it a game,
make it fun, have fun with the calls.
And so, I never took what the prospect said personally.
I always thought of it
as if I was getting into a football game
and it was a full contact sport and we were just sparring.
We're just going back and forth.
And by doing that, by taking the personal part out of it,
it actually became a lot more fun.
And so when the prospect said something
and they were being tough or cranky or difficult or angry,
I was instead cool as a cucumber
because to me it was just a game
and I was just responding to what they were saying.
And I was never getting phased.
By making your calls a game,
even when your prospect yells at you
or gets furious as a result of something,
that chances are had nothing to do with you,
but had probably something to do with someone else
and they're just taking it out on you,
by making it a game and by diffusing it
a lot of times you can get opportunities back on track.
Really important, make it a game.
Don't take any of it personally.
Number Five- Remember you have nothing to lose.
When it comes to a prospect and call,
if you've got a live one, right?
And we've all been on a call where we get excited
'cause we just have someone with a pulse
who is willing to talk to us,
we start to think, oh man, this is going to be a sale.
Now you start to get worried
because you're like, I don't want to lose this,
but you have to remember
that until you actually have a check in hand,
you have nothing to lose, take risks.
Remember, it's just a game.
There's nothing that can happen that can be so bad
that's going to cause you to lose your job.
You've got to remember, you have nothing to lose.
And by taking that pressure off of you,
it makes dealing with prospecting call objections
so much easier
because when you get those objections
you're not thrown off by it.
You're not phased. You're not taking yourself too seriously.
Instead, you're just having fun
because that's one of the key parts
to dealing with objections in these prospecting calls
is if you care just a little bit less,
it's actually going to make you so much more effective.
Just play with it, just roll with it.
So, they say something mean.
You say, oh, you know, totally fair.
It sounds like this call makes no sense for you.
Fair? And they're like, yeah, actually it doesn't.
And you say, okay, well, you know,
before I hang up, can I just ask one last question?
And they're like, okay.
And now you've got them back into the conversation
because whatever they said,
it's just bouncing off of you and you're calm,
you're comfortable
and you know that you have nothing to lose.
So, there are how to crush any cold calling objection.
(light music)
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