Page 102 - Training 2019

of saying no. “Go on to explain, “If that’s the case, it’s totally fine – just let me know now.
But if you’re actually experiencing (X, Y, and Z problems), we should really talk about
them for 15minutes and figure out a solution.”

RESPONDING TO “I CANNOT TALK RIGHT NOW”:

If your prospect picks up the phone but then responds to your introduction with “I can’t
talk right now” or “I’m in a meeting, “they’re probably disinterested. Think about it – there
aren’t a lot of people that answer the phone in meetings – especially from numbers they
don’t know.

You can turn things around with an honest response. “Well that’s what I say too when I
accidentally answer a salesperson’s call. But I promise, this will only take 90 seconds, “or
“You know, I’m also busy, but….” And then dive into your cold calling plan.

One last tip: never say OK and ask, “when’s a better time?” Your chances of reconnecting
from there are slim to none.

LEAVING VOICEMAILS:

Like with cold calling scripts, many sales experts debate vigorously about whether you
should leave a voicemail or not. Numerous voicemails may come across as pestering, but
everyone has caller ID. Your prospect is going to be just as irritated by seeing your
number pop up over and over again without any context. Voicemails also get your
company name in the conversation – for instance, if your prospect is seeing your ads
everywhere, this is another reference point in the number of touches.

In terms of content, less is more with voicemails. The optimal length is 8-14 seconds, and
this should guide how much information you provide. Even though that’s a short amount
of time, try to be creative. Have fun, be self-referential, and don’t be afraid to self-
deprecate (to not approve of something or say that you do not approve of something).

Some Examples include:

COLD CALLING: GETTING THE APPOINTMENT 7
Updated - 24 June 2019