Free Cold Calling Tips - 4 Steps to Handling Cold Call Objections

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4 Steps to Handling Cold Call Objections
by Ari Galper, Founder, Unlock The Game

Let’s say you’re talking with a prospect, and the conversation is going well. You’ve focused on problem solving, and there seems to be genuine interest. But then...there’s an objection. What do you do?

In the old cold calling way, you try to overcome the objection. You defend the potential sale.

But what if you don’t? Suppose you listen carefully instead, and give the other person your full attention. Now you’re sharing the process with them. You’re interested in what they’re thinking. You’re building trust, and you’re showing that their issues are important to you.

Here are 4 important tips for responding to objections the new cold calling way:

1. “That’s Not a Problem”

Try using the phrase, “That’s not a problem” when appropriate. Believe me, it’s usually hard for prospects to share honestly what’s on their minds when they’re talking to you. They don’t want to disappoint you, or they’re afraid you’re going to pressure them.

So when they bring up an objection, step backward rather than forward. If you try to move things forward at this point, you’re introducing sales pressure.

You can diffuse all that by saying, “That’s not a problem.” You’ll find that others are much more relaxed and open to sharing. Because you’re showing that your focus is on them rather than on the sale.

2. Pause and Re-open the Conversation

Once you’ve said, “That’s not a problem,” it’s a good idea to pause rather than jump in with a solution. Let yourself focus once again on their issues.

So whenever you hear an objection, stop. Take a deep breath and physically relax. Then gently re-engage the conversation as you continue to explore the truth of your prospect’s situation.

For example, let’s look at the objection, “We don’t have the budget for that.”

You might respond with, “That’s not a problem. In many cases, clients haven’t considered a budget for this. Would you be open to a different way of looking at things that can give you a positive ROI for your business?”

3. Relaxing vs. Panicking

So many salespeople panic when they hear an objection. It’s hard to relax if you’re feeling the possibility of a sale slipping through your fingers.

So the solution is to move your focus completely away from the sale. It’s easy to continue talking in a relaxed, interested way when you’re simply exploring the truth of where things stand.

Objections really are a place for you to share thoughts and information. When the other person feels that you’re open to this, they’ll be open with you.

4. No Defense Is Best

Let’s say you’re really “rolling” with the new cold calling mindset. You’re focused on the person instead of the sale. But in spite of that, you still react defensively whenever someone brings up an objection.

Here’s some thoughts to help you stay anchored in the new cold calling mindset:
Remember that whenever you’re feeling frustrated, panicky, defensive, or disappointed, then you’re focused on the sale. Remind yourself to be only focused on the truth of where the other person stands.

This keeps you fully centered in the mindset of helping others solve their problems. It also helps you move on graciously if there appears to be no “fit” between the two of you.

Also remember that when you get defensive, you’re shifting into “battle mode.” This creates sales pressure. Your voice is louder, and you talk faster. And you become overly enthusiastic. You’re no longer being your natural self, and this tells the other person to raise their guard. You’ve become a “typical salesperson.”

So when there’s an objection, take several deep breaths and speak at a relaxed, unhurried pace. Use your natural voice in a way that’s warm, friendly, and low-key. You’re building a relationship, and this may be very important someday.

So there you have it. Release your fear of objections, and especially stay away from moving into “battle mode.” You’ll stop panicking whenever an objection is raised, and you won’t introduce sales pressure. Your cold calling conversations flow more naturally, and both of you will stay more involved and interested in the process.

Is Selling Painful For You?

It's not your fault -- and there is a better way

Is this how selling is
starting to feel like for you?

Old "tried and true" cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition.

OLD SALES GURU MYTH # 1 - "Cold calling is a numbers game." But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES.

OLD SALES GURU MYTH # 2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.

OLD SALES GURU MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want.

Welcome to Unlock The Game™

Unlock The Game is a radically honest sales and cold calling approach based on integrity and common sense. It challenges traditional sales thinking and helps you achieve better sales results.

It's the missing link -- a new mindset and language that converts selling into a natural conversation between you and your prospect.

It offers you a new way of thinking about selling, from cold calling -- the most dreaded selling experience of all -- to the end of the sales process.

You don't have to abandon the selling skills you already know -- Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results.

It's incredibly effective.

Best of all, it's easy to learn.

"Unlock The Game is a breakthrough that takes the rejection out of selling"

"In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!"

Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs.

Brian Tracy

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May 16, 2012 Quote Of The Day

"The easiest way to start is by simply writing your first drafts without thinking about the Mindset. Just brainstorm and write the first version that comes to mind. After you write it, leave it alone for at least a few minutes, but ideally a little more. Then take a second look at it and see if it's a mini-presentation or if it's focused on your prospect. "

May 16, 2012 Quote Of The Day

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