When a prospect gives a knee-jerk objection like "not interested," respond with self-deprecating humor ("Wow, is my voice that bad?"). This shatters the typical salesperson-prospect dynamic and forces a more authentic, human-to-human interaction.
Before asking an explorative question, get consent with "Do you mind if I ask a question about that?" This leverages the 'foot-in-the-door' principle; securing a small 'yes' makes the prospect psychologically more likely to engage with your next question.
When a prospect says you're too expensive, reframe the conversation by asking, "Does that mean pricing is your first priority?" Since no one wants to appear cheap, this forces them to pivot to a discussion about value, which you can then explore further.
To avoid being overwhelmed, reps should dedicate each week to mastering a single common objection. This focused, incremental approach allows a new seller to become proficient at handling the 12 most common objections within a single quarter.
To build instant rapport, frame a prospect's problems using the exact informal language they would use when complaining to a colleague at the coffee machine. This shows a deep understanding of their world, moving beyond generic corporate jargon.
A fast, reflexive "I'm not interested" is a System 1 brush-off, even after a pitch, because the prospect hasn't had time to think. A more elaborate, reasoned response indicates they've processed your message and are offering a real objection.
Instead of a weak call-to-action, conclude your pitch with a knowingly absurd claim like, "But you'll probably tell me not a single person on your team misses quota." This pattern-interrupting statement makes it easier for the prospect to engage honestly.
Contrary to the belief that cold calls must be quick, data shows calls lasting over six minutes have the highest probability of becoming deals. Rushing to book a meeting in two minutes often leads to prospects forgetting the call's purpose and ghosting.
On a cold call, avoid high-effort, open-ended questions like "How do you handle X?" Instead, use targeted, closed-ended questions designed to poke a single hole in the prospect's current process, thereby earning the right to ask broader questions later.