Pursuing quantity means that your cold calls are likely unoriginal and trite. Everyone has had a negative experience with being cold called. <> It’s polite, but it implies ‘never bother us again’. Find a task their toolset can be struggling with (but your product is great at) and challenge their perception. Rebuttal example #2 . Nobody likes to be cold-called. PROSPECTING STRATEGIES. Step-by-Step: Counterclaim and Rebuttal Step 1: Write a counterclaim. Prospects want to end the conversation as quickly as possible. Chances are that you already heard a variation of this rejection. [ 11 0 R] 11 0 obj �a��؜���M�Jp�W�~GRz8|��wfkQVM��"ʖ��|��'`��e�wCU���m�&��5�������tWy�PY�^-2�8��= 1 0 obj The thing I’ve learned in just the second week of having a cold-calling 100% commission sales job is that you CANNOT take rebuttals and brush-offs personal. Addressing this understandable reason should be the first sentence of your counterclaim / rebuttal paragraph. �������q��l����� əS�� ��������n �`_�糇����)�c\=��H The rebuttal example above will help you quickly turn the tides in your favor by making it explicit that your pitch isn’t a waste of time. After decades of low-quality cold calls, prospects develop an instinct to find an excuse to hang up the phone as soon as the call starts. <> Scroll down through their social media accounts, too. <> It’s often a matter of a few words spoken at the right time — what we call a perfect sales rebuttal. "��v^�m�w_�.�N����� But a perfect cold call has the power to instantly connect you with the right person at the right company. I recommend investigating the company that you want to pitch to get an idea of what they are planning to do. But cold calling is rarely done right. In some situations, however, a real bottleneck will prevent a company from sealing the deal with you. endobj 20 0 obj Yes, it does. The rules of cold calling rebuttals are pretty simple. 4 0 obj endobj Yours is never the call prospects were waiting for. They want to talk to as many prospects as possible. You apologize and hang up. Highlight how your product is going to help them through the tough period — and the deal is yours. Instead, turn a rejection to your advantage. They develop an instinct to reject a cold call as soon as it starts. [ 18 0 R] But once you make them invested in the conversation, you’re good to go. This is a great article. Once you learn that a prospect considers the price to be too high, reframe your sales pitch to focus on the things they will lose if they don’t use your product: Money isn’t everything for the success of your prospect’s company. Most sales reps approach cold calls as a game of quantity. Various examples of ‘OK, just send us an email’ exist to turn your cold calls into emails — which can easily be ignored. %PDF-1.5 Focus on a long-term plan. What should be included in the counterargument / rebuttal paragraph? <>/ProcSet[/PDF/Text/ImageB/ImageC/ImageI] >>/MediaBox[ 0 0 612 792] /Contents 4 0 R/Group<>/Tabs/S/StructParents 0>> <> That your pitch was just like every other pitch they have heard before. <> 3 0 obj Set up alerts for new developments. Px ϗcN:� M�M���̛A6�]����b��4�ѴǺb�+q�p"S�j�Gd�΅*���s�K�N�s�m둢> ��MI:���HY&KQ\C�N���ք���RDwJ ��a�zJ�lL�\G:�W��p�=��OtK��O$N�����?m8D����%��d�6M$P ���C����߈��@kV�S�a��������m0Ё�d��Ǯ".��*kQ@s:�cKNV o��[є��t!Y�P��. endobj Then you’re doing cold calls wrong. <> It’s hard to be interested in anything if your to-do list is a Godzilla-sized abomination of unfinished tasks. Look at it this way: if you can set yourself apart from the competition, all the prospects that others have lost are up for the taking. 6 0 obj a. We separated rejections sales reps receive into 7 different categories and came up with rebuttal examples for each of them. endobj This way you’ll implant the idea that the product they are using isn’t so great without outright saying it. They hope to find that one prospect who instantly likes their offer. But more often than not, the person who picked up the phone will tell you that ‘now is not the right time’ just to politely end the call. A possibility of faster growth or time-savings can also make them interested in your offer. 2 0 obj stream For some sales reps, it’s tempting to mark this reply as a success and do as they are told. |���! Write a sentence that contradicts the claim. 1 0 obj That’s because our product is the best! Most of the time that email you send after the call will be deleted or forgotten about. Tells you that your prospect is interested in your product’s niche; Allows you to easily segway into pitching your product as a better alternative to your competitor’s. As always, we’re interested to hear your thoughts, so don’t hesitate to leave us a comment! Reframe your introduction to focus on the perks of the deal (not your company): By the way, don’t forget to help your prospect make the right decision. When done right, cold calling is amazing. In some situations, however, a real bottleneck will prevent a company from sealing the deal with you. endobj endobj 9 0 obj They think they were right to reject you. <> Deze omvatten rechtsbijstand klinieken, groepen die werken in het rechtssysteem, en lobbyen organisaties. endobj As soon as they hear a rejection, they hang up the phone. 15 0 obj <> I don’t want to say that this strategy is completely worthless. Do you have your own rebuttal examples that work? Let me promise you this: if you cold call a Millennial and expect to be welcomed with a smile, you’ll get BURNED.). Help them wonder what they are losing by not making the switch. Required fields are marked *. endobj But time is limited. They reply that they are not interested. So without any further adieu, let’s begin! 12 0 obj <> Maybe they are moving offices or they are in the midst of reorganization. Saved by Weebly Sentence Starters Argumentative Essay Teaching Writing Sentences Literacy Resume Homeschool Teacher Lettering First, have them explain the reason why. If you’re selling a product you believe in, you know that your prospect is making a mistake by ignoring your offer. And when you tell prospects ‘thanks, sorry to bother you’ and hang up after the rejection, they believe that they were right. Cold emails are easily ignored. <>>> In that case, you can prepare a personalized pitch. %���� 19 0 obj Weak Sentence Starters To Avoid. It’s just another potential customer crossed out from your list of prospects. <> Instead, inquire about a metric that you know your product is better at. After all, if the prospect is happy, what’s the point in talking to them? A rebuttal is a contradiction to someone else's argument. Start studying Refutation Sentence Starters. Research your niche to discover what your competition is bad at. 18 0 obj 3 0 obj endobj !�;��pId Hint: it doesn’t mean that the prospect is actually not interested. Wish I had found it sooner. If the reason doesn’t sound like something that should stop you from closing the deal, hint at what exactly you’ll be able to achieve during the time your prospect is asking for you to wait: As always, making an effort to prepare a personalized sales pitch is key. endobj First, be sure to check out my other, even more instructive article, How to Write an Exceptional Article or Blog Post.