How to do prospecting on phone?

Have you ever called a Prospect and got rejected? If yes then you might be able to relate more with this article.

Please respect that everyone is busy. Expect that you might be positively surprised if you do not get sales resistance from your prospects.

On an average day each one of us receiving multiple sales offers. The Human mind because of the previous experiences gets programmed and then most of us start reacting automatically and get irritated with any sales offer.

During my interaction with Sales team/Entrepreneurs/Telesales team members across geographies the biggest issue is that when someone says “I am not interested” we do not know what to do or how to handle this objection. The prospect has no idea how good your product or service can be for him and his company.

Have you seen any professional boxer? After he faces a punch he/she usually comes back.

Try come back after facing the punch with these words:

“That’s all right. Most people in your industry (Customise) felt the same way when I first called on them. But now they have become our best customers, and they recommend us to their friends”.

In Robert Cialdini’s book, Influence, he explains the impact of “Social proof” in building credibility and arousing desire. Social proof comes from whenever we hear of someone else like us , in our business or with our same interest or beliefs, who has bought a product we are immediately interested in knowing what it is.

If the prospect is someone who is a busy prospect, they will say, Can you tell me more about it on the phone and that’s another trap as my suggestion will be “Do not sell it on phone” (Unless your product or service is which can be sold virtually).

More on it in my next article….

Business Transformation Coach

Akshay Seth