The reality is that no matter how well you do early on in your proactive call to a prospective client, very likely, the response to your first request for a meeting is going to be “No.”
This is where we separate true sales hunters absolutely committed to securing early stage meetings from those sellers who play at prospecting. In most cases, that first “No” has nothing to do with you. Zero. Zilch. Nada. It’s an automatic, reflex response.
This short excerpt from an online group session with recent purchasers of the New Sales. Simplified. Video Coaching Series has my coaching on bouncing off the first “No” along with an impromptu riff on exactly how I’d overcome a prospect declining a meeting using the "pandemic/lockdown/overwhelmed/upside-down" as the objection.
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The majority of meetings secured by telephone during my sales career happened after hearing that first “No.” That's exactly why we must expect that initial resistance and be prepared to overcome it.
#telephone #prospecting #objections #no
