Don't 'combat' objections...roll with them
"I'm Not interested."
...getting this at the start of your cold calls, before you've even really spoken?
Most commonly, this is an auto pilot response to a salesperson.
Why?
Because you probably 'sound' like a salesperson.
Sales resistance kicks in and you're left fire-fighting.
So, how to resolve?
1) Work on your opener, but much more important than the words themselves is the delivery & tone.
This is critical and could well be the root cause of your problems on a cold call.
- Record yourself
- Role play
- Practice practice practice
...till you can honestly say that you no longer sound like a salesperson.
This requires work, constant introspection & self awareness.
2) If you do run into a smokescreen like this, poke fun at yourself with disarming honesty.
On a psychological level this invites people in.
Self deprecating humour has a vulnerability to it.
It makes you human.
You'll instantly become more relatable.
No tension.
No resistance.
No insecurity.
Vulnerability is a strength.
You interrupt a prospect's pattern...their reflexed behaviour.
To which people will lean in.
So next time try something like this...
1. "Oh...erm... was I really that uninteresting? You can be honest, I work in sales so I can take it."
2. "Im gonna be honest - I've just done some sales training and I've still got a LOT to learn.
Anything I could've said or done differently that would've got your attention? All constructive feedback is valuable to me."
This will stop a prospect in their tracks and might even reignite the conversation.
Unlike all the other salespeople trying to 'handle' or 'combat' smokescreen objections - you now have their attention.
Because you've done the opposite.
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