30 Minutes to President's Club | No-Nonsense Sales 196 (Sell) How to Roll with ANY Objection in a Cold Call (Sara Plowman, Pareto)
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Feb 20, 2024 Sara Plowman, a cold calling expert from Pareto, shares tactics on handling objections in cold calls. Tips include using prospect priorities for meetings, timing dials for success, and ending pitches with open-ended questions. She discusses the importance of active listening, tailoring closes to prospect needs, and structuring productive call blocks. Strategies for maintaining confidence, selling to power, and handling objections are also covered in this engaging episode.
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Cheeky Cold Call Opener
- Use a cheeky opener like "What did I catch you in the middle of?" to build rapport instantly.
- Humor and showing you're human help connect with prospects in cold calls.
Stop Asking Close-Ended Questions
- Avoid close-ended questions like "Are you hiring?" that trap you with yes or no answers.
- Ask open-ended questions about goals and priorities to spark conversation and gather valuable info.
Use "What Do You Mean?"
- When stuck, ask simple open-ended questions like "What do you mean?" to clarify jargon or vague answers.
- This helps you gather more info and keeps the conversation going during cold calls.