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.

#sales#coldcall#mindset