Are you making good use of practice time before reaching out to prospective clients? Focusing on likely responses to your outreach will help...
Reaching out by phone – Positive responses
Advantages of reaching out by phone include getting a live reaction and the ability to address challenges immediately. Likely reactions include:
Yes, I have time to talk
Yes, I have time to talk but first tell me about your company/solution
Yes, we may have some interest...but I am not the right person
Reaching out by phone – Negative responses
Expect to get a lot of these. Many salespeople will push harder in response. Differentiate yourself by resisting that temptation. Remember, you are trying to develop some rapport with the contact...you may need to be patient. Likely reactions include:
No, I am busy and cannot talk
No, I do not have time to talk...where can I get some information?
No, I cannot talk...we have a solution in place
I am not the right person
Practicing will reveal where you may be uncomfortable and identify “holes” in your approach to handling these reactions. This is good. You will be better prepared and increase your chances of success!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
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