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Cold Calling The REAL Way to Overturn Objections
The words every one of us who cold calls hates to hear are these, “Thanks, but no thanks,” or “If he’s interested, he’ll call you,” or “Don’t call us, we’ll call you.” These objections feel like a fist in the gut, trigger stress, and leave us wondering, “Why on earth do prospects say ‘no’ before they know what I am calling about?” Your success in overturning these kinds of objections is close at hand and comes quickly with a change of mindset. Renowned marketing mastermind Jay Abraham says, “You have to feel in your gut that you have a moral and ethical obligation to let people know about the products and services you offer.” With that as your outlook, the sky is the limit. Sellers rank among the best and the brightest of all professions. Successful sales professionals know this and do what it takes to gain psychological, emotional, and mental freedom to sell their products and services. Top producers are fully aware that their skills serve to build economies and, quite literally, change the financial well-being of the world. To make the contribution that is uniquely to contribute, you must make a mental transition and understand you really do belong with decision-makers. You are the expert in your field. Your expertise and knowledge are of great value to your prospects. Why? Your prospects need solutions to their pressing business problems; they simply do not have time to spend learning what you know; and they want access to the solutions you have figured out to resolve their problems. Own the power of this mindset and you will soon see that not only do you belong, but your prospects want you to have a place and position in their world. The moment you make this mental transition you will find your voice. Your newly-found sense of moral obligation will build your confidence and give you purpose. Approach your executive-level prospects with these realizations and the results of your cold calls will change for the better. Now, with the understanding that you are the Top Dog expert in your business arena, use these tips to sail right past the executive gatekeeper’s “Thanks but not thanks,” “If he’s interested, he’ll call you,” and “Don’t call us, we’ll call you.”
***** Forward this article to friends. They will thank you for it! For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit www.ColdCallingExecutives.com or call New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time) (c) 2008 Leslie Buterin. All Rights Reserved.
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Leslie Buterin, founder Top Dog
Consulting |