Video: How to Handle 8 Standard Phone Calling Objections

Bonus Content: This article is typically reserved only for paid members of the e4e Academy. But we have unlocked this content through July 2016 to share more of John Eyres' expertise with you for free. John is a featured speaker at our July e4e event.  To learn more about the Academy, click here


John Eyres is expert at getting people fired up to pick up the phone to call clients and prospects. Having some knowledge of how to react and handle calls helps people to get on the phone and make those tough calls. John starts his presentation establishing his credibility and success as an expert in outbound telemarketing with a 30% closing ratio. He is highly qualified to offer helpful tips for telemarketing efforts in which you may need to address the following objections:

  1. "Send me information on email or by snail mail": "I am happy to send you information, but we have a lot of different types of information. Can I get a little more info about you? Can I come see you?"
  2. "We hand that need internally": You may have niche services that this customer may not have in their organization. Create 5 SSDs (Specific Selling Differentiators). SSDs describe how you are different and what you can provide that they either can’t do without you or skills you are stronger at doing than they are. Say, “This is the exact reason I called. We can be a supplement to what you are already doing."
  3. "We have an existing relationship": Ask who the competition is. “Great! That was exactly my reason for the call. I know things change in the future. Can I send some information to you?"
  4. "We don’t have the budget or money right now": Selling is a life-cycle and you can’t always get the sale immediately with everyone. Build the relationships now that will turn into customers later. Say, “My goal is not to sell you something today. I want to build a relationship with you.” You might be a rescuing hug to someone because you share empathy. Use the words feel, felt and found. For example, “Mr. Jones, I can understand how you might be feeling."
  5. "I am not interested": "A lot of people had the same reaction you did until they saw how we benefited them and what we can do for them."
  6. "I am too busy": "The only reason I am calling is to set up a meeting with you. When is a convenient date and time for you?"
  7. "Your pricing is too high": Say, “Price is a concern to all of us.” Then, share the value of your product and service to help them understand that your prices reflect great value to them that is well worth the cost.
  8. "I am not the right person for your product or service": Ask for help from the receptionist. If you get sent to someone, and they are not the right person, ask who is. Use the name of the person who passed along the name to warm up the call.

John concludes his presentation answering the following audience question:

How do you handle it when you get voice mail?

  1. Craft your elevator pitch so your first call describes who you are, including your name, phone number and the best times to reach you. Leave your cell phone.
  2. A second message should include the same as well as one of your SSDs (specific selling differentiators)
  3. Well-scripted message are important. John’s success is built on his script and his ability to deliver it naturally. He suggests people practice it 50 times.

John Eyres, President of Business Connections Consulting, works with many sales people and business owners to sharpen their cold calling skills and better understand the process of telemarketing. John resides in St. Louis, MO and can be reached via phone at 314-495-2089 or email; johneyres@busconcon.com

 

 

Why Do You Need a “Quick Connect” Anyway?

To be on top of your game you need to “connect quickly” at the beginning of your conversation.

Calling to set up meetings on the phone is a process that unfolds differently with every call you make. To be on top of your game you need to “connect quickly” at the beginning of your conversation.

You typically have 2 minutes to do the following:

  1. Introduce yourself.
  2. Deliver your bullet points of products and services.
  3. Close by setting up a meeting or phone call as your next step.

I have four children, one son and three daughters. When we vacationed, my wife and three girls loved their “girly” shopping time. My son Blake and I created our own thing. At age six, I encouraged Blake to start a pocketknife collection. BOOM! We had our own shopping tradition.

Searching pawnbrokers, junk shops, antique malls, dime stores and sporting goods stores we moved up and down aisles on our quest for really “cool” pocketknives. Our collection grew. So did our relationship. Finding something to do in common created a rapport that led to better communication, greater trust and mutual support and encouragement.

I have many memories of connecting with my young son and appreciate how quickly we bonded together in our treasure hunt for the right pocketknives.

You need to do the same type of thing to connect to the person on the other end of your sales call. It’s important to create a genuine encounter moment (GEM) by even the simplest but authentic means. You may say a brief “Hi! How are you today?” or a “Happy FRIDAY!” Or make a comment about the heat this summer; “I am sure ready for it to be over, how about you?” The important thing to remember is to put a smile on your face so your prospect can hear it in your voice and you feel it in your heart. Be sincere.

Create your list of “quick connects” that touch on the weather, sports, movies or current events.

Then move right into the rest of your prepared conversation.

Making a meaningful and genuine connection your top priority moves you closer to your customer, showing your human side and helps your prospects to relax, including lowering their guard about your call.

Having an edge over the competition by learning quick-connect tactics that are sincere and warm, gives you leverage and affects your bottom line sales.

Try it, you’ll like it!

John Eyres works with business owner and sales people who want to stay ahead of their competition. His workbook The Art and Science of COLD CALLING teaches three key principles for a solid calling program; 1. Defining and making quality lead lists. 2. Creating your script. 3. Cold calling tips, strategies and techniques,

John can be reached at johneyres@busconcon.com or 314-495-2089. www.busconcon.com

Why is Cold Calling so Hard?

Many people I talk to don’t care to make cold calls to get new business. For many it is a fear factor or they just don’t like to be told “NO” when asking for a meeting.

When you do phone calling for meetings or phone conferences, you need to have one thing in mind; does that prospect want to meet with you to know more about the product or services you provide? If not, then just make the next call and move on.

Not everyone wants to meet with you. That’s OK. You are telemarketing to find ones that say “Yes”. Why not have the mindset you’re going to make 100 calls to find the 5-10 prospects that set the meeting? Make it simple; don’t make it hard. Keep up the perseverance.

I remember a story about Jack Nicklaus, one of the greatest golfers of all time. In the 1960s at the peak of his game Nicklaus earned $400,000 on the PGA tour. There was another golfer Bob Charles on the same PGA tour that earned $40,000. As a professional he wasn’t as successful as Jack, with the difference of about 10 fold in income.

The surprising factor was the difference in their respective per round stroke average was less than half a stroke. Yes, the greatest golfer of his time and a very good golfer were less than half a stroke apart.

In sales and cold calling, everything you do affects your quota numbers for closing deals. Forget the fear factor and frustration level and just make the calls. Even making an extra 20 calls per day can yield that one more sale in your weekly numbers!

Set a goal to WIN more sales. Come in first, not second, or third or fifth. How much commission do you earn when you come in second or fourth? Bob Charles still got paid his $40,000, even if he came in second, fifth or tenth. Telemarketing starts the process. It leads to face-to-face meetings, then proposals, which then conclude in sales that make you money. Pick up the phone, start dialing for dollars and smile while you do that!

John Eyres works with business owners/entrepreneurs/sales people who want to stay ahead of their competition. His workbook The Art and Science of COLD CALLING teaches 3 key principles for a solid calling program; 1. Creating quality lead lists. 2. Creating your script. 3. Cold calling tips/strategies/techniques.

He can be reached at johneyres@busconcon.com or 314-495-2089.