Why using logic to counter the initial ‘no’ received on a cold call doesn’t work.
If we are using logic to respond to the initial ‘no’ we hear when trying to set an appointment with a Target, we’re doing it the way most of us were taught to do it. We’re also fighting an uphill battle. Here’s why:
Most appointment making methodologies have us concentrate the majority of our effort on our message (getting it perfect) and then teach us to handle those first objections we receive with logic. The problem with that approach is that it doesn’t work as well as we think it should.
Until we get our Target beyond their initial ‘knee jerk’ reaction of saying anything (including lying) to get us off the phone, logic has no place in their thinking. So, unless we really do have something they can’t live without, (in which case they probably would have already called us), we’ve got to get them to stop thinking about how to get us off the phone for a moment and open their mind to a short conversation – where we can apply our value proposition in a logical manner.
And why is their initial reaction to us that ‘knee jerk’ reaction to get us off the phone? Two reasons:
- The law of the ‘Status Quo’ – our research indicates that less than five percent of our universe of Targets is currently in the market for what we are selling when we call them…in other words, they don’t think they need to talk to us
- The law of ‘Workus Interruptus’ – no matter when we call, we are interrupting that person from doing something…so they don’t want to talk to us
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.
October 14th, 2010 at 7:07 am
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