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How do you feel when making sales calls?  And how many times have you been cold called? Many I bet.

 

 

The other day I was cold called by a company I was using and I genuinely could not talk, I was with someone, yet I did want a quick conversation at a later time.

The brief conversation went something like this:

Sales Person - Hi, I'm calling from X and I'd like to talk to you about your account, we can help you to save money on it. Can you talk right now?

Me - I can't right now but..

Sales Person - (who cut me off and said) ok, we'll give you a call back at some point. She then put the phone down and left me hanging…

 

Now the sales person lost out on a sale, one of her colleagues called me back a week or so later and I bought the product.

 

What would have been a good call and would have left me wanting to call them back was if the conversation went something like this:

Sales Person - Hi, I'm calling from X and I'd like to talk to you about your account, we can help you to save money on it. Can you talk right now?

Me - I can't right now but I'd like to talk at some point

SP - oh great, when would be a better time and I can give you a call back?

Me - Anytime tomorrow

SP - Ok, how about I give you a call at around 10am and I'll drop you an email with my contact details, just in case I miss you

 

My message is to not be so quick to think you have been fobbed off. When people give you an objection, it could very well be genuine but not that they do not want to progress at all, just that they can’t progress now but are open to a conversation.

 

Keep an open mind as to what might be going on with your prospect.

Always finish the call politely so the door is open for you to call back.

Objections are never personal.

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