If you’re cold calling a lot of leads there’s just so much preparation you can do for each call.
Sure, you should invest time and money into generating targeted and qualified leads, but it may not be feasible to prepare for every call until you’re further down the funnel.
Once you get there, preparation is key.
The value of your prospect is now higher. You’ve already invested effort to get where you are today. So, what can you do to put your best foot forward?
You’ve gone through your sales pitch, had a discussion about your product or service, answered some questions, and then you hear it.
“I don’t have have the money.”
This common objection might sound a little different, when you hear it:
So, how do you handle price objections like these? Here are 6 smart strategies to add to your arsenal.
Let’s dive in…
The best way to handle this is to not let it come up in the first place.
Why do people keep journals?
For all kinds of reasons. To preserve memories. To capture feelings and progress over time. To serve as a reminder of challenges faced and lessons learned. To foster creativity. To get stress out.
All of these make great reasons for salespeople to keep journals as well.
Let’s face it. Selling is challenging. It’s full of ups and downs. It’s hard work that requires organization, planning, and motivation. And it throws situations at us that we can learn from, basically on a daily basis.
Your sales script is one of the most vital tools you have in phone-based sales. Too often, sales professionals just go with what they think works, without understanding the hows and whys behind the words.
If you’re utilizing a script, you should not only know it well, but have a relationship with it that goes deeper than reciting lines. Your script is something that should be thought about, analyzed and evolved.
“Woohoo! Let’s go make some cold calls!” said no one ever.
Making cold calls is just not something most people love to do. Sure, many salespeople enjoy aspects of it. Many more simply get used to it and come to appreciate the value of it.
But for most people, cold calling can be a source of anxiety. Especially in the beginning. In fact, 40% of salespeople report experiencing intense cold call anxiety at some point in their career.
