How To Prepare for Cold Calls When Resistance is Likely
Many sales reps look at ads, direct mailing pieces, catalogs, the Internet, anywhere there’s advertising as sources of prospects. This is wise. But I find so many of these people ill-prepared for what they inevitably hear on calls. Here’s an example of what I received.
Caller: Hello, this is Bill Jones with Video Recorders. I saw the ad for your Getting Through to Buyers video program, and we do video duplication.
Uh-huh.
He became flustered at this point, probably because I didn’t say, Oh, you do video duplication? Where should I send my master copy; you can do mine.
Uh, I’d like to talk to you about doing yours.
Look I’ll save you some time. I selected my existing company after evaluating quite a few. They have a very good price, quality is fine, and service is great. I have no reason to even consider looking around. Even if I did, I ordered enough to last me the rest of the year.
Oh, OK. Keep us in mind.
Yeah, sure.
Analysis and Recommendations
So you might be thinking that I gave this guy an iron-clad objection that was...
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