Handle Cold Call Objections with the ABC Method for Best Results

During cold calls, we’re sure you’ve had your fair share of:?

Sorry, not interested.

We don’t have a budget for this.

No, please.

Just send an email.

We are locked into a contract for the next 24 months.

Call back in 9 months.

They suck, we know.?

But hang in there, let's talk solutions.

How do you handle these objections and keep winning?

Rockstar BDRs follow our ABC Method.

So, what is A?

A is Acknowledge.

Acknowledge their objection.

That’s your best shot at easing the tension and your first step to making lemonades outta lemons!

Use words like:

I get it.

Understandable.

Oh, that’s fine.

Bonus point: Avoid words like "but" and "however" after acknowledgment. These words will make your prospect feel like you want to have your way. Don't do it.?

Now, let’s move on to B in our method.

What’s the B?

Be empathetic.

?By acknowledging your prospects' objections, you create a soft landing for yourself.?

?The next step is to prod gently, using empathy.

?For example, when they say

?Sorry, I’m busy.

Empathize by saying: “I understand you’re very busy at the moment.”?

Then, pause and allow them to speak.

They’ll likely say: “yes”

Then you continue with

?“Sure, is it OK to call maybe tomorrow afternoon during a less busy time?”

?Your goal is to get them to become yes men.

?The more yeses you get, the harder it is for the prospect to say no.

?

Check out other examples.

Objection: I don’t handle these types of queries.

You: Thanks for letting me know; it sounds like you’re not the best person to talk to about this.

Objection: No, thanks.?

You: That’s fine. It seems like you are overwhelmed with work at the moment.

Empathy when done correctly will make your prospect feel at ease and they are more likely to respond positively.?

Last stop is C.

C: Continue your pitch with a follow-up question and request.

Here’s where you nail it.

Now that they have responded positively to your empathy. Use the hints from your B framework to gently advance by asking for a meeting or referral.?

Example

Prospect: I don’t handle these types of queries.

You: Thanks for letting me know. (Acknowledge)

It sounds like you’re not the best person to talk to about this. (Be Empathetic)

Prospect: Yes

You: OK. Can you direct me to the person you think I should be talking to? (Continue your pitch by asking a follow-up question and referral.)

?

A: Acknowledge ??

B: Be Empathetic ??

C: Continue your pitch by asking a follow-up question. ??

You now understand how to overcome cold call objections by using the ABC Method. Now use them during your next call and book meetings!

PS: Remember that there is no one size fits all strategy, so be adaptable. The pace of cold calls requires quick thinking.

PSS: Need a turnkey solution that includes cold calling? Book a free consultation with us: https://lnkd.in/dpki4AhY