Cold Calling Tip No.32 – Handling Objections

London, UK

The most frequently heard objection by telemarketers when cold-calling is probably “I’m not interested”. Usually just a fob off, this is used by most buyers to get rid of you quickly. There are two ways of dealing with this. One is to ensure you say something very compelling before they get a chance to blank you or if they do try saying something like this:

Buyer: I’m not interested”

You: I wouldn’t really expect you to be interested in something you haven’t investigated and, if after a few minutes you’re still not interested in what other firms like yours are getting from our new system then I shall leave. How about Wednesday at 9.30 or Thursday at 10.10am?

(Occasionally I add at the beginning “well that’s why I’m phoning you rather than the other way round”. This can break the ice before you launch into “I wouldn’t really expect……”)

A couple of things to remember here:

1. You are only “selling” an appointment and not the product, so don’t discuss it.

2. Use ten past or ten to the hour when asking for an appointment. This may lull your prospect into thinking you’ll only be there for a short period time.

Tags: Cold Calling Tips