If a prospect deflects an opening discovery question by saying you initiated contact, re-center the conversation on their decision-making. A good response is, 'Yes, but you don't take every call. Was there anything in particular you were hoping to get out of it?' This redirects focus to their needs.
Related Insights
To uncover the true reason behind an objection, frame your follow-up question as a benefit to the prospect. Using the phrase 'just so no one else cold calls you again' reframes your request for information as a service, making them more likely to open up.
Instead of waiting until the end to close, establish the meeting's potential outcomes upfront. Get the prospect's permission to deliver a 'no' if it's not a fit, and pre-agree on a specific next step if neither party says 'no'. This eliminates the buyer's power to stall later on.
Sales reps often approach calls with the sole mindset of booking a meeting, which creates pressure and feels unnatural. Shifting the primary objective to simply opening a conversation removes this pressure. This allows for a more authentic interaction, which ironically makes it easier to secure the desired meeting.
Instead of starting with intros and a list of questions, ask the prospect why they accepted the meeting and what they hope to get out of it. This simple question cuts through the noise and gives them an opportunity to state their intent and priorities upfront, revealing their 'pull' from the very beginning.
In your opening script, explicitly state you're calling to see if it’s relevant to schedule a separate, future conversation. This immediately signals you respect their time and aren't trying to force a lengthy discussion now. It reframes the interaction as a joint assessment, making prospects more open to a two-way dialogue.
Adopt the mindset that the meeting's purpose is for you to determine if the prospect qualifies to be your customer, not for you to convince them to buy. This posture shifts control, positions you as the prize, and forces the prospect to prove they are a serious potential partner.
If a prospect says "no" to your permission-based opener but doesn't immediately hang up, use that brief moment to provide context. State a relevant trigger (like hiring) and social proof to pique their curiosity and potentially salvage the call.
When a prospect gives a vague, early objection like 'not interested,' provide them with a few common, plausible reasons to choose from. For example: 'Is it bad timing, you're happy with your current vendor, or just not a priority?' This makes it easy for them to give an honest answer rather than ending the call.
Reframe the objective of a sales meeting to be getting a 'no' as quickly as possible. A 'yes' is simply a byproduct of failing to get a 'no.' This counterintuitive approach helps identify non-decision-makers instantly and forces qualified buyers to justify why the conversation should continue.
Shift the first meeting's goal from gathering information ("discovery") to providing tangible value ("consultation"). Prospects agree to meetings when they expect to learn something useful for their role or company, just as patients expect insights from a doctor.
