The 5-Step Cold Call Challenge: Overcome Obstacles to More Appointments and Sales

Cold calling is a SKILL.

FACT

Whether you’re a natural or a novice, you can ALWAYS IMPROVE. So how do you SHARPEN your skills and set

MORE APPOINTMENTS?

WEAK STRONG

Just like athletes, musicians, surgeons, and other professionals, sales reps get better when they PRACTICE.

What’s this regarding?

How much does it cost?

No thanks, not interested.

I’m happy with the way

things are.

We don’t have the budget.

Send some info, I’ll get

back to you.

Use the 5-STEP PRACTICE CHALLENGE to sharpen your most critical cold call skills:

Get Past the Gatekeeper

Overcome Resistance

Answer Tough Questions

5 ROLE PLAY SCENARIOS

Play the Prospect

Play the Fly on the Wall

Play the Prospect

CHALLENGE No. 1

ROLE REVERSAL

To ensure you always keep your prospect’s priorities in mind, take turns playing THE ROLE OF THE PROSPECT.

“Do you have a moment to speak with me?” “What this regarding?”

KEY TIPS

Be tough, but be fair / realistic

Ask yourself: “As the prospect, what’s in it for me?”

No business jargon!

Play the Fly on the Wall

CHALLENGE No. 2

THE POWER OF OBSERVATION

Take turns between role playing and OBSERVING, then offer FEEDBACK.

... ...

THE 6:1 RULE of POSITIVE FEEDBACK

POSITIVE REINFORCEMENT is more likely to lead to behavior change than negative criticism.

Always offer POSITIVE FEEDBACK FIRST. Strive for a 6-to-1 RATIO of positive comments to negative ones.

KEY TIPS

In larger groups, get everyone involved

Fly on the wall = low pressure, different perspective

Gain ideas: take notes on what to emulate / avoid

Get Past the Gatekeeper

CHALLENGE No. 3

Good morning, XYZ, Inc.

And WHAT COMPANY are you with?

What is this REGARDING?

THE GATEKEEPER

These days, the “Gatekeeper” is often your prospect’s VOICEMAIL. But what happens when your call is answered by a REAL PERSON?

KEY TIPS

Provide minimal info about yourself / your company

Keep answers short, ask again

Decide: gatekeeper or prospect?

Overcome Initial Resistance

CHALLENGE No. 4

Sorry, who are you with?What are you SELLING?

Cut to the chase—how much does it COST?

NOT INTERESTED. I’m happy with the tools we’re using.

THE RESISTANT PROSPECT

Often, prospects will attempt to get you off the phone quickly by offering INITIAL RESISTANCE to a conversation...

THE “INITIAL RESISTANCE” OBSTACLE COURSE

PIVOT TO YOUR PROSPECT

Answer your prospect’s questions directly and

succinctly, then move the focus to the prospect.

DON’T ANSWERUNASKED

QUESTIONSAvoid providing info unless

prompted (e.g., info about your company and what you do).

ASK CLARIFYING QUESTIONS

Determine whether your prospect’s questions reflect genuine concerns or are just

silence fillers.

ASK PROBING QUESTIONS

Ask questions to encourage your prospect to talk about

their problems and priorities.

KEY TIPS

Always anticipate resistance

Your goal: get your prospect talking about goals / problems

Sell the appointment, not your product

Answer the Tough Questions

CHALLENGE No. 5

NOT INTERESTED: No thanks, not really thinking about that right now.

STATUS QUO: I’m happy with things the way they are.

BAD EXPERIENCE: I tried something similar before and it

was terrible.MORE INFO: Send me some info

and I’ll get back to you.

BAD TIMING: We have a lot going on; our budget is spread

thin.

THE 5 OBJECTIONS

Most prospect objections fall into these 5 CATEGORIES:

KEY TIPS

Listen; get in tune with your prospect

Ask questions to take control of the conversation

“That’s exactly why I called” / “We can’t help, right?”

INSIDERS

© Business Wise Inc. 2017

CHARLOTTE2101 Rexford Rd.

Suite 132ECharlotte, NC 28211

T. 704.554.4112

ATLANTA6190 Powers Ferry Rd.

Suite 190Atlanta, GA 30339

T. 770.956.1955

DALLAS15851 Dallas Pkwy.

Suite 404Addison, TX 75001

T. 214.306.0605