Here is part III of my short sales training article on handling cold calling objections... “I’ve had a bad experience with your company in the past!” As objections go this one is slightly different as it may not be an objection at all, it could potentially be a complaint. For this reason it needs to be dealt with as a complaint to avoid stirring it up into something more. Most salespeople are confrontational when put into this kind of scenario. That’s a shame as it really is the complete opposite of how you need to behave to … [Read more...]

Here is part II of my short article on sales training tips for handling cold calling objections... “I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to yourself! Clients change suppliers all of the time. Clients moan about their suppliers all of … [Read more...]

One of the biggest challenges facing many salespeople is cold calling for new business meetings and winning new sales on the telephone. In many industries cold calling is the most cost effective way of uncovering new business opportunities. It is also an activity which strikes fear into the hearts of even some of the most proactive and confident of salespeople. Not surprisingly, therefore, it is one of the most commonly sought skills for sales training and sales development sessions. One of the reasons for this is the amount of rejection … [Read more...]