Two: If we could also save you 15% of your monthly expenses, how open would you be to seeing if this would be a fit for you?
This opening is much better for several reasons. First of all, it’s short (always a good thing on a cold call). Next, it lets them know you’re simply calling to see if they would be a fit (which is what they want to know as well before they’re willing to invest more time to speak with you). It also tells them your solution is “super easy” (and who doesn’t like that?). Then it gives them a benefit (the 15%). Lastly, you’re immediately giving them an opportunity to interact by asking them questions.
While prospecting, don’t say:
“Are you the person who would be making a decision on something like this?”
The biggest problem with this approach is that it’s closed ended. It requires a “Yes” or “No” answer, and that allows the prospect to hide behind a smokescreen answer. It’s much easier for them to say yes and avoid getting into the real decision tree that you’ll unfortunately find out later on (when you’re trying to close the deal).
Say this instead:
“Besides yourself, who else would weigh in on a decision like this?”
Ah, the power of the open ended, assumptive questions. This question immediately cuts through any smokescreen your prospect would otherwise use, and it automatically gets them to reveal who else is involved. And let’s face it, most people will consult with someone (or multiple people) when making a decision. Isn’t it better to find out in advance?
While closing, don’t respond to the objection:
“I’ll run this by my regional manager (or boss or partner, etc.) and see what he/she says”
With: “And when should I get back with you?”
So much time and energy can be saved if you prepare yourself for this common stall in the beginning and learn how to answer it correctly. First of all, the last thing you want to do is hand control of the close over to your prospect by asking when you should get back with them. Instead:
While closing, do respond to this objection this way:
“Terrific, and if he gives you the O.K. to move on this, what other questions would you have for me?” OR “O.K., and let me ask you: Based on what you’ve seen so far, is this something that you’d be inclined to move forward with if the decision were up to you?”
Latest posts by Mike Brooks (see all)
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- How to Jump Past the Gatekeepers - August 23, 2017