The most frustrating thing is we all know we can help these prospects, otherwise we wouldn’t be calling them, but what do we do when they clearly aren’t interested or are too busy??
We have tested hundreds of techniques but the one that seems to work best for us is, “What if?!?”
Let’s say for example you are trying to sell a new lawnmower to a landscape gardener. We’ve found out that his problem, currently, is his lawnmower takes too long to cut lawns.
But he’s giving you nothing over the phone and the whole call has gone a little stale. Instead of ending the call why don’t you try this technique “What if this lawnmower can help you cut lawns in 50% of the time, would you then be interested?!?”
A lot of times they will still say no and that will be the end of that. But what we have found is that this technique makes people think about the problem and can see that actually, maybe these guys can help!
I’m not saying that suddenly your cold callers are going to increase quotes/sales by 200%, but it has definitely made an impact with our sales team. It really does make the prospect think about their current problem and shows you are committed to helping them solve this problem.
If we all give up too easily then we clearly aren’t sold on our own products or services.
If you truly believe your product or service can help a prospect, then “WHAT IF……?”