Steal My Cold Calling Script – Responding To “I’m Not Interested”

Cold calling is still an effective method of business development – if done correctly!

Too many sales people try to bulldozer their way to making appointments or try to wear down the prospect with heavy hitting hard sales tactics.

And this is wrong.

But how much persistence should you have on a cold call?

Should you just give up on the first “I’m not interested” response?

Well, the answer is no.

Remember a cold call is just that – it’s cold.

You’ve got to qualify the prospect to see if there is a potential need. If there is no need then move onto someone who does have a need.

But sometimes you’re faced with “I’m not interested” right off the bat – it’s used to get you off the phone.

So what can you say to this response?

Here are my 2 favourite responses that I use and I get great results from them.

Try them for yourself and see how you get on.

STEAL MY SCRIPT #1

Prospect:

“I’m not interested”

You:

“I didn’t think for one moment that you would be at this stage John, because you know nothing about how XYZ can [ENTER BENEFIT, SAVING, ETC) and that’s what ABC product does. Just a quick question John do you…”

STEAL MY SCRIPT #2 

Prospect:

“I’m not interested” 

You:

“Ok John, not a problem. I can’t stand receiving cold calls either so I don’t blame you but this really will (enter benefit, savings, do this, do that) could I just give you a very quick 1minute no fluff overview of how ABC can help you and then if it’s still no good for you you’ll never hear from me again?”

60% of the time I get a “Oh, go on then”

So try them out for yourself. Make sure you say them with the right tonality are you’ll be sunk.

Good luck and let me know how you get on

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image by Imagerymajestic at FreeDigitalPhotos.Net)

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How Refreshing! A Neat Little Thing To Say At The Start Of Your Telephone Cold Calls That Won’t P*ss Your Prospect Off!

Robotic.

That’s what 99% of telesales people sound like when they open a call.

They get you on the phone and then immediately “show up and throw up” all over you with the same old, same old phrases such as:

“How are you today?”

“My name is Jo Blow from XYZ, we specialise in…”

“You don’t know me but my company increase…”

“Can I ask you a question Sean…”

I could go on and on!

The issue with all of these is that the caller assumes that I’ve got the time and desire for the conversation.

I mean, after all, I’ve been waiting in all morning for your call haven’t I? ;-)

Instead, you need to ask if it’s a convenient time to chat.

I like these:

“Hi John, it’s Sean from MTD. Have you got a minute?”

“Hi John, it’s Sean from MTD. Can you spare me 5 minutes?”

“Hi John, it’s Sean from MTD. I hope I haven’t caught you at a bad time. Can you spare me 2 minutes?”

By doing this at least you are asking their permission to ask them a few questions and to get into a conversation.

If you have not got a willing ear then move onto the next or better still schedule a call with them. It can actually work in your favour to get a “I’m really busy at the moment” response. With this go for the kill and schedule some time in to talk!

Happy Selling!

Sean McPheat
Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

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Don’t Be Fooled By These 3 Cold Calling Myths – Infographic

Over the last couple of years, cold calling has been given the cold shoulder by many salespeople as they just don’t feel that it has any value when trying to get through to today’s modern buyers.

Whilst it is true that cold calling is a dying art, this particular method of prospecting can still be used very successfully if it is done in the right way.  The infographic below dispels the top 3 common cold calling myths we hear from the sales professionals who attend our courses – so make sure you are not being fooled by any of these untruths:

Click here to download a full size version of the infographic above

Happy selling!

Sean McPheat

Managing Director

MTD Sales Training

www.mtdsalestraining.com

(Image by MTD Sales Training – please give attribution to MTD Sales Training if republished)

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Cold Calling Techniques That Really Work

Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has no place today?

Well cold calling does indeed still have a place on today’s sales playing ground, and while the face of this tried and true sales activity may have changed and evolved, it is still effective.

Below are three cold calling tips that will help bring back that feeling you used to have when you thought that people you called actually had an interest in talking to you. The following techniques will not solve all of your cold calling issues, but they will certainly help your calls start out a little bit warmer.

#1- Kill the Enthusiasm
In the beginning of the telephone call, tone down the enthusiasm and get rid of the big smile. The old idea that if you are excited and enthusiastic about the call, the prospect will also become excited, is just plain nonsense.

That fake, unnecessary, overenthusiastic attitude at the beginning of the call acts like a warning beacon to your potential customers, screaming “BEWARE…TELEMARKETER CALLING!” It projects the image of the stereotypical telemarketer and forces people to react with defensive indifference. Be professional and pleasant, but not overjoyed.

#2- Reflect a Similar Pace and Tone
At the outset of the call, listen for the prospect’s mood and attitude. It is easier to sense than you may think. Just listen and get an idea of the person’s mental disposition. Then reflect back a similar or like attitude and mood. This does not mean that you should mimic or copy the prospect.

For example, if the prospect is very upbeat and jolly when they answer; be a little upbeat yourself. On the other hand, if the prospect is more sombre and businesslike, also be a little more serious. Just slightly adapt to the prospect’s current temperament.

#3 – Match Pace of Speech
Like the above tip, you need not mimic the prospect or try to imitate accents, but try to stay in tune with the prospect’s speed. If the prospect talks very fast, then speed up a little. Or slow down when you have someone who talks very slow.

The above three tips will help you come across as a little more familiar to the prospect. They will prevent the prospect from putting up mental barriers and hopefully give you a chance to talk to an open mind.

Before I sign off, here are some more cold calling tips for you:

Happy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image by Michal Marcol at FreeDigitalPhotos.net)

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How To Overcome The Fear Of Cold Calling

You are all ready to go. You have all of your leads for the day prepared and lined up in front of you. You have all of your rebuttals ready, and you have rehearsed your main talking points. You are ready to begin your cold calling session. You pick up the telephone and make the first call. The prospect was not in.  Whew! Time to take a break.

A quarter of an hour later you’re back at your desk and you start again. You make a call. The prospect said he was not interested and hung up.  You then suddenly realise you have some paperwork from last week’s sale that you MUST get done right now.

If this prospecting period sounds remotely familiar, it is because you suffer from a fear of cold calling. “Phone Phobia,” – a term coined by sales superstar John Landrine in the U.S. in the early 90’s – is a serious problem and entails much more than what you may think. To overcome the fear of cold calling, you first must UNDERSTAND the fear. So, first let me give you a clear explanation of the fear, followed by a way to get rid of it.

Everything Is At Risk
At the heart of the fear of cold calling is that usually the sales person puts too much weight or importance on the value of a single telephone call. The thought process, though mostly subconsciously, goes something like this:

1. To be successful and have all the things you want, you have to close lots of sales
2. To close lots of sales, you have to close one at a time
3. Before you can close one sale, you have to do a successful sales interaction
4. Before you can complete a successful sales interaction, you have to have an appointment
5. The next telephone call is to make that appointment
6. Therefore, if I fail at this call, I lose everything!

The sales person believes that everything depends on this one call, and since he or she has no real control over the call or what the prospect says, it creates a horrible feeling of anxiety, depression and hopelessness. To overcome this fear, you have to put the cold call in its proper perspective.

What Is A Single Cold Call Worth?
So, exactly what is a cold call worth? It is certainly not worth your entire future, your home, car and life as you know it. But exactly, precisely what is the value of a single call? To figure this out, you need conclusive data. That is, real data from a CRM or database that contains actual sales activity records. Once you have the definitive data then do the math.

First figure out your closing average, as in how many closing attempts does it take on the average to close one sale. Let us assume that it is 20% or 1 out of 5.

Then check out how much money, on the average, you earn from one sale. And let’s assume that figure is £400. Therefore we know that it takes you 5 appointments to earn £400. In actuality, you earn £80 per appointment. Does that make sense?

Now, calculate how many cold calls it takes for you to set one appointment, and let’s say it takes 10 calls. So it takes you 10 cold calls to set 1 appointment, and that 1 appointment earns you £80. That works out to just £8 per cold call. That’s it. In this scenario, a single cold call is worth only £8.

But hold the phone! That is not £8 that you risk, or lose.

THAT IS £8 THAT YOU GET PAID GUARANTEED, NO MATTER WHAT!

The Truth Shall Set You Free!
This is no trick or play on numbers. This is actually how you get paid. If you work with any type of a commission, then you earn a certain amount of money every time you place a call, no matter what happens.

So the next prospect that yells, “I’m not interested!” Don’t get upset. Just thank him and go on to the next call!

Happy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image by Stuart Miles at FreeDigitalPhotos.net)

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The End Of The Call Is As Important As The Beginning

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call and hopefully develop some rapport.

However, there is so much focus on how to begin the call, that how you end the call NEVER gets attention. Yet, how you end the call, in practically when you have closed the sale or set the appointment, is just as important, if not more so than how the call began.

A poorly terminated call can result in cancelled orders, missed appointments or a totally lost of trust . Here are three tips to help you terminate the call with more tack.

#1 – Confirm and Summarise
After you have successfully set the appointment or closed the sale, you have to concretely summarise and confirm what happens. I know that sounds like it is automatic and assumed, and that is the problem. Most sales people take this for granted and it is a mistake.

Although, so you mentioned the product and costs ten times, or you talked about the meeting on several occasions during the call, you need to DO IT AGAIN!

“Once again, Sarah, I appreciate your time today and look forward to meeting with you next week. Let my just double check one last time; you will meet me at your office, located at 1234 Bending Road Place, Tuesday, that is the 12st, at 3:00 pm, is that right?”

#2 – Leave a Logical Backup
Remember, people make most buying decisions based on emotion and then justify or “back-up” those decisions with logic. On the telephone, when the prospect has agreed to buy or agreed to the appointment, he or she has made a buying decision, even if it is to buy the meeting. You must leave the prospect with some logic to help them justify or back up their decision after you get off the telephone.

“I want to just reiterate, Ethan, that during that brief meeting next week, I am going to show you exactly how to gain a slight advantage over your competition on the internet and leave you with some extremely valuable information. The meeting will greatly benefit you regardless of if you decide to do business with us or not…”

“Once again, Mary, the fuel adjustment gauges will arrive early next week, and you will see that you sill save a minimum of 24% on your costs starting from day one…”

#3 – Wait for the Prospect to Hang Up First
Lastly, after the good-day pleasantries, wait and let the prospect hang up the telephone first. You do not want the last thing the prospect or new client to hear be a telephone slam down on them. In addition, it is very easy for you to hang up as the prospect begins to say something or ask one last question. Also, you do not ever want it to appear that you were in a hurry to get off the phone. Slow down.

Confirm and summarise. Leave some logic behind and hang up last, and some of those great tips on beginning the telephone call might actually pay off in the end!

Happy Selling

Sean

Sean McPheat

Managing Director

MTD Sales Training

http://www.mtdsalestraining.com

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How To Add A Little Warmth In A Cold Call

In a prospecting cold call, you need to develop a rapport and create a professional, trustworthy image in the mind of the prospect in just a few seconds. In less than 7 seconds, the prospect will have formulated an image of you in his or her mind, and the success or failure of the call depends on that image.

The following three tips will help you create some rapport almost instantly, and successfully take some of the cold out of the cold call.

#1- Loose the Enthusiasm
Tone down the enthusiasm in the beginning of the call and get rid of that big smile. The old idea that if you are excited and enthusiastic at the beginning of the cold call, then the prospect will magically become excited and enthusiastic also; is as outdated as the smile and dial era it came from.

The false, unwarranted, overenthusiastic attitude at the start of the cold is the classic calling card of the stereotypical telemarketer. That smile & dial persona, will usually create an instant negative image in the mind of the prospect.

#2- Reflect a Like Attitude
Listen carefully to the tone and mood of the prospect’s voice. Hear more than just the words; listen to the emotion and mental disposition. Then reflect back a similar or like attitude and mood. This does not mean that you phpaide.com should mimic or copy the prospect. Just slightly adapt to the prospect’s current temperament.

As an example, the prospect answers and you instantly detect an upbeat, casual and cordial demeanor. In such a case, you should respond with a similar tone. Conversely, should the prospect answer with a very business-like, somber attitude, then, you should be a bit more subdued and direct.

#3 – Stay Level with the Prospect’s Pace of Speech
Very simply, if the person with whom you are speaking talks very slowly, then you may have to slow down a bit. On the other hand, should the prospect be a very fast talker, then perhaps you need to speed up a little.

The above three tips will help you seem a little more familiar to the prospect. This will prevent the prospect from putting up mental defenses and give you a chance to talk to an open mind.

Lose the pep rally enthusiasm, reflect a like mood and attitude and stay on the same pace with the prospect, and your cold calls will be a little bit warmer.

Happy Selling!

Sean

Sean McPheat MTD Sales Training

(Image by Digital Art)

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The Best Way To Begin A Cold Call

Whether closing a direct sale or just setting appointments over the telephone, cold calling can be tough. In a cold call, you have but a precious few seconds to establish enough trust and rapport to get the prospect to allow the call to continue.

In the first three seconds, the prospect forms a mental imagine of you, your surroundings and appearance. Six seconds into the call, the prospect has an impression of your trustworthiness, your professionalism and your product or service, and often, they are all negative.

In a cold call, with so little time, and so much to overcome, the very first words out of your mouth are critical.

What follows is an explanation of exactly what you should utter as soon as the prospect answers the telephone in a cold call.

What’s In A Word?
Ironically, the first word you speak in a cold call should not actually be a word at all. Let me explain.

In that first few critical seconds, the prospect forms an impression of you. However, consider what information the prospect uses to base this impression. The prospect has never spoken with you before and does not know anything about you. Therefore, the prospect’s instant image of you comes first from his or her experiences with other sales people, be they good or bad.

So the first thing you have to deal with is the negative preconceived images the prospect may already have in their mind from their past.

I Am Different!
Therefore, in order to create a good impression in the first few seconds, you must first somehow distinguish yourself from every other cold call, and do it without using any words to the effect.

In the first few seconds of the cold call, you can easily fall into the general memory of “bad sales people,” and trigger negative emotions of such calls. You need to avoid triggering the prospect’s negative feelings.

The Triggers
The trigger most sales people unknowingly use in a cold call is the UNNATURAL sound of the call. Sales people practice and rehearse their sales presentation until it is flawless; and that is the problem. A normal and natural telephone conversation is never flawless. There are always stutters, hesitations and other broken chains of thought in a normal telephone call. However, in an effort to sound more professional, sales people inadvertently remove the natural, normal tendencies of speech. This unnatural tone acts like a warning beacon to the prospect and generates the negative feelings and past images.

What is Normal?
If you listen carefully, you will note that most normal telephone calls start with a brief hesitation of some sort. When calling a friend or relative for example, you may THINK you said,

“Hello, Sharon. This is Steve. Is Ken there?”

However, what you ACTUALLY said was more like,

“Ah, Sharon? Yeah—Steve. Ken there?”

When cold calling, you remove these small, natural, nearly imperceptible hesitations and flaws. Realise that there is a distinct difference between the WRITTEN WORD and the SPOKEN WORD, and most sales people SPEAK in a cold call…like it is WRITTEN in a script.

The First Word
To dispel the prospect’s preconceived negative images, slow down and PUT BACK that normal bridge. It is just a brief, stutter or hesitation as if you are gathering your thoughts just for a second. The first word in a cold call should not be a word at all. It should be a mistake, a hesitation, a fumble.

“Ah…yes…” Or, “Uhm…is Steve there?” That’s all, just a brief, normal and natural hesitation.

If this appears unprofessional, that is because it IS! To be successful cold calling, you cannot sound like a professional cold caller!

Happy Selling!

Sean

Sean McPheat MTD Sales Training

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One Great Tip For Getting Past A Tough Gatekeeper Screen

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. Then you must learn how to negotiate the screen successfully to get through to the decision maker.

Here is a simple yet highly effective technique to help you get past a hard screen. Use this and increase your contact rates today!

Don’t Sound Too Professional
The gatekeeper’s job is to block unwanted or unnecessary calls from reaching the decision maker (DM). This usually refers to sales people making cold or warm calls. Gatekeepers train to recognize all kinds of sales people, from the undertrained, smile and dial telemarketer to the high-level stockbroker. Therefore, the first step to getting pass the screen is not to sound like a sales person. Your voice and tone needs to reflect that of a normal, boring, everyday business call from an associate, friend or client.

How to NOT Sound like a Sales Person
The main key to sounding more like a regular acceptable caller and less like a sales person is to make mistakes. You cannot be perfect. As a sales person, you practice your presentation and even rehearse your answers to objections. Then, after speaking to hundreds of prospects, you know exactly what you are going to say. Therefore, your speaking pattern becomes flawless. You speak faster and without a stutter or a misspoken word. In addition, you sound very sure of yourself, confident and sharp.

Be the Opposite
To get pass more gatekeeper screens, sound like the opposite of the professional sales person. Speak slower, stammer and stutter a bit. Do not sound very confident or interested. You do not want to sound like making telephone calls is part of what you do for a living. In fact, you want the GK to think that you sound so bad, that there is no way you could do this for a living.

The less professional and sharp you sound, the less of a threat you are. The less of a threat you are, the more likely you are to get pass the gatekeeper screen and through to the decision maker.

Happy Selling!

Sean

Sean McPheat MTD Sales Training

(Image by Michal Marcol)

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Proper Termination Tactics For The Cold Call

There are countless tips, tricks and gimmicks on how to begin a cold call. Of course, the majority of these ideas focus on how to get the call started or how to begin the call. Which makes sense, since if you do not get the call started correctly, it is over. However, what most people do not think much about is how to END that cold call.

The End is the Beginning
The way you end the call is as important and sometimes more so, than the way it began. If your goal was to set an appointment, and you did so, what you do and say as you end that call can make the difference on if the appointment happens or the prospect cancels or no-shows.

If you closed an actual sale on the telephone, then your call “Termination Tactics,” are even more critical. Below are three powerful tips to ending the call that will help actualise and materialise what you worked so hard to accomplish during that call.

#1 – Confirm and Summarise
After you have successfully set the appointment or closed the sale, you have to concretely summarise and confirm what happens. I know that sounds like it is automatic and assumed, and that is the problem. Most sales people take this for granted and it is a mistake.

Although, so you mentioned the product and costs ten times, or you talked about the meeting on several occasions during the call, you need to DO IT AGAIN!

“Once again, Sarah, I appreciate your time today and look forward to meeting with you next week. Let me just double check one last time; you will meet me at your office, located at 1234 Bending Road Place, Tuesday, that is the 12st, at 3:00 pm, is that right?”

#2 – Leave a Logical Backup
Remember, people make most buying decisions based on emotion and then justify or “back-up” those decisions with logic. On the telephone, when the prospect has agreed to buy or agreed to the appointment, he or she has made a buying decision, even if it is to buy the meeting. You must leave the prospect with some logic to help them justify or back up their decision after you get off the telephone.

“I want to just reiterate, Ethan, that during that brief meeting next week, I am going to show you exactly how to gain a slight advantage over your competition on the internet and leave you with some extremely valuable information. The meeting will greatly benefit you regardless of if you decide to do business with us or not…”

“Once again, Mary, the fuel adjustment gauges will arrive early next week, and you will see that you sill save a minimum of 24% on your costs starting from day one…”

#3 – Wait for the Prospect to Hang Up First
Lastly, after the good-day pleasantries, wait and let the prospect hang up the telephone first. You do not want the last thing the prospect or new client to hear be a telephone slam down on them. In addition, it is very easy for you to hang up as the prospect begins to say something or ask one last question. Also, you do not ever want it to appear that you were in a hurry to get off the phone. Slow down.

Confirm and summarise. Leave some logic behind and hang up last, and some of those great tips on beginning the telephone call might actually pay off in the end!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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