by Nancy Calabrese | Jun 23, 2020 | Uncategorized
This may sound like a hokey statement but there is truth to it. Read on to see how identifying the real root of a prospect’s objection – the truth – early on, can save you time, money and aggravation.
How many times have you had someone tell you they were interested but they need more information. Interested but they are not ready? Interested but they aren’t in the position to make the decision needed? Interested but they cannot afford it? Interested but, but, but.
Selling is a ‘No’ business – you know you will get No’s. Yet it is the ‘BUTS’ that can waste even more of your time and money. Stalls and objections are common in sales, and maybe never more so than now. My advice is to focus on cutting through the BUTS to get to the TRUTH.
If the truth IS that they need more information, ask them for their email address so you can send them a follow-up package. Ask them what services are of interest and make sure you have prepared materials to send. Set-up an appointment to review the information and then follow through.
If the truth is that they aren’t ready, ask them when they think they WILL need your services. Get out your schedules and set a date – be specific – pick a time, get it on their calendar.
If the truth is that they are not the decision maker, ask for names, numbers and an introduction to the correct person.
But if the truth is that they are just trying to blow you off without hurting your feelings, let them know that you would rather KNOW that now, than to waste more time.
Here is a sample of what you can say to get a truthful response:
“Gee,(or something similar, to soften the statement) oftentimes when I am asked/told this it is because the person is afraid to tell me that they really are not interested. I don’t know if this is the case here, but if it is, that is okay.” (at this point, be quiet and let them respond!).
If this is the case, let them know you appreciate the honesty, schedule a call back and move on. A NO is NOT NOW. Recycle them for future contact, perhaps 3 – 4 months. Things change and you want to be in front of them when they do. The truth will set you free – free to move on to your next prospect – moving you closer to a YES and a real sale!
by Nancy Calabrese | Jun 16, 2020 | Uncategorized
We all know of businesses that went dark during the pandemic. We hear stories of people who closed shop, who decided to lay low and to wait until ‘this passes’.
As I have said all along, that is NOT a viable business strategy and certainly not the way to generate leads! Leads are the life blood of a business and without them, your business will die.
You need to keep dialing, to keep reaching out and making calls – to stay in touch and keep listening. You need to STAY IN THE GAME.
For those of you looking to polish your skills and stay in the game, you are invited to join me Tuesday, June 23rd at [1:00] (ET) for a one-on-one conversation with Mark Hunter, The Sales Hunter on “Selling Right Now”.
During this 45 minute conversation we will discuss the sales stalls and objections we are all currently facing and provide you with the approaches and tactics you need to address and overcome them.
Prospecting is more critical than ever, join us for this free event to see how to stay on track and succeed despite the current challenges!
Click here to register: https://us02web.zoom.us/webinar/register/WN_WfbpiY-pQ-mgbNUahoS6og
Many of those businesses who stood by, waiting, will not be standing ‘when this passes’. They will be OUT of business.
We all need to figure out how to survive and thrive in today’s environment, and the sooner you do, the sooner you will see results.
There are no excuses – if YOU pressed pause, now is the time to get back into gear. And for those of you who took our advice and never really stopped – good for you – we will see you out in front of the pack!
Click here to register and join us on the call https://us02web.zoom.us/webinar/register/WN_WfbpiY-pQ-mgbNUahoS6og
by Nancy Calabrese | Jun 9, 2020 | Cold Calling, Lead Generation, Pandemic, Sales Prospecting
A colleague recently shared some interesting stats related to phone usage by Fortune 1000 and S&P 500 companies during the Covid-19 pandemic:
- 93% kept their corporate phone number on their website.
- 94.1% have increased calling in to check voicemail from three times per day to nine.
- Of the approximately 10 million employees, 83.2% have added a cell phone to their email signature.
- Of the approximately 10 million employees, 41% have reached out to clients and vendors with an update about using cell numbers.
- Of the 8.2 million employees that had company cell phones, 38% are using them exclusively.
- Of the 10 million employees, 89.1% have their corporate phone calls forwarded.
These stats confirm that workers are still using the phone as a business tool and checking their phone messages. Do not let the pandemic related shift to remote working keep you from making prospecting calls!
Whether you have a company phone number with an extension, a direct dial or a cell number, keep dialing. The phone is still an effective way to reach decision makers, whether they are in their offices or working remotely.
by Nancy Calabrese | May 26, 2020 | Advice, Cold Calling Tips, Pandemic, Sales Prospecting
The Corona Virus (Covid-19) Pandemic has upended all of our lives. It has caused sadness and death around the world and has redefined how we live our daily lives. It has also transformed our workplaces and how we do business.
Here at One of a Kind Sales, we LOVE Cold Calling and make calls all day, every day, for our clients and companies. People have asked me, ‘how has the Covid-19 pandemic changed cold calling’?
Here is what we are seeing and some suggestions on how you can use these insights when YOU are making prospecting calls:
1. First and foremost, we are seeing this worldwide. This is an opportunity to remind each other that we are in fact, all in this together. Reminders like this can alleviate some of the fear we all feel and allow us to have more authentic conversations. Something we do NOT want to lose, once things get back to normal!
2. People seem open to engaging in longer conversations. Use your time with them to learn more!
3. We have found that asking how they are handling the crisis has been a good way to break the ice with many people. They feel like you are interested in them as more than a number.
4. And many companies have changed the way that they route calls within their organization, due to most or all of their workforce working from home.
Most companies have had to do a complete makeover of their IVR systems and voice prompts in order to adapt to the new changes. Some set their phone systems so that the calls are directly forwarded to cell phones or home offices. Others have a gatekeeper performing that role while screening the calls, and some others don’t have the ability to transfer calls at all and can only take a message or be contacted by email only, mainly because the receptionist is also working from home.
These changes can allow us to reach decision-makers, who were previously unreachable.
5. In some sectors, the economy is thriving. Stay positive and focus on the silver linings.
As we have said from the beginning, now is NOT the time to sit back and wait to see what the future brings. We need to keep making those calls and to keep digging!
A huge THANK YOU to my team for sharing their insights and expertise for this post. And now over to you – how has the Covid-19 pandemic changed cold calling for YOU and your team? Please comment below with YOUR insights and thoughts.
Thank you and stay safe!
For more on how the Covid-19 Pandemic has changed Cold Calling please check out:
Keep Dialing
Prospecting Post-Covid
by Nancy Calabrese | May 11, 2020 | Interviews
Last week, we were pleased to be able to sit down (virtually), one to one with Mark Hunter, the Sales Hunter to discuss how to address Covid related objections when making Cold Calls.
As Mark noted, these pandemic related delays and excuses are going to be around for a while – it was great to hear his practical and insightful suggestions on how to address and overcome them.
In addition to offering down to earth solutions for addressing these objections, he also answered questions from the group.
Click here to watch the recording of this session and to hear his useful advice!
