054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance

Takeaways

1. Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send information, but to get into a conversation. That said, I know every has to deal with the prospect who just says “send me some information and I’ll take a look.” One of the best ways I’ve dealt with this objection is to counter with, “I’d be happy to, but we have 347 different one-sheeters and I have no idea which one I’d send… can you tell me more about what you’re looking for?”
2. Qualify Anyone Who Will Take the Call: What do you absolutely need to know from a prospect before you can move forward? All too often reps focus on titles thinking they can’t get a deal done without talking to the highest person in an organization. If you understand the true qualification criteria, you may realize you can use multiple people in the organization to not only gather that information, but also to build champions for you internally.
3. Be Patient with The Process: Unless you sell a product that is conducive to a one-call close, realize you’re not going close a prospect on your first call. I say that because if you get comfortable with your process, you’ll start to see patterns form in the timing you're able to catch someone, you’ll see patterns in follow-up strategies, and you’ll see patterns in discovery and objections. These patterns can illustrate an opportunity to streamline your goals by practicing patience.

Full Notes

https://www.salestuners.com/carrie-simpson/

Book Recommendations

• Reinvent Yourself by James Altucher
• The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller

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