How to turn that typical cold calling ‘no’ into ‘yes’ every time.
We know the majority of appointment setting calls end with a ‘no’. Here’s a way to turn the final response on those calls into a ‘yes’ and simultaneously increase the likelihood of an appointment in the future.
I’ve written about the topic of building territories over time before as I believe strongly in its concept from a strategic point of view. Therefore, I’ve written about a number of ways to accomplish that. Each of the following links has the tactical topic listed and will take you directly to those blogs. Some were written from the sales professional’s perspective and some from management’s view.
|
1/30/08
|
|
|
4/23/08
|
|
|
4/30/08
|
|
|
11/11/09
|
|
|
12/2/09
|
|
|
2/17/10
|
This blog is no exception. However, there is another issue at play with this one, and that is the impact on our psyche of hearing all those ‘nos’. All of us react differently to being told ‘no’ so many times. Whether you’re one who handles it easily or are one who gets disheartened by hearing ‘no’, here’s a way to end calls with a ‘yes’!
One of the most constant things in life is change. In many situations, it is the person who is not interested in talking with you, not the company. Additionally, it may very well be nothing more than a timing issue. We’ve all heard the old sales adage, “No doesn’t mean forever, it just means for now”. Projects are completed, relationships with current suppliers sour, promotions occur and people leave jobs.
When I get to the end of a call that obviously will end in one of those ‘nos’, here’s what I say. “I totally understand. Over the years however, one of the most valuable lessons I’ve learned is that one of the most constant things in life is change. May I check back with you in a few months to see if anything has changed in your situation?”
Everyone I have ever asked that question of has said ‘yes’. That means when I call back I can reference this call, their agreement for the check back, and begin to build that ‘Dialogue Bond’ I talked about in 4/30/08 blog. That begins to warm up and build my territory, but just as importantly to my psyche and the ability to pick up the phone and make another dial, that call has ended with a ‘yes’!
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™ under the brand name Coldcalling101. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
Leave a Reply