In this old traditional cold calling mindset, we keep pushing. We try to present more information until we “close” the sale. We try to bypass peoples objections and concerns because weve already decided for them that they should buy what we have to offer.
However, in the new cold calling mindset, we know that sales pressure is always a recipe for disaster. Instead, we respond to objections by first trying to understand whether theyre genuine concerns or resistance to sales pressure. Until we do this, we have no way of responding appropriately to someones objections. We especially have no way of tackling the underlying cause of resistance, which is a reaction to sales pressure.
Genuine concern is about the product or service. Resistance is about a persons mindset.
The old cold calling approach doesnt distinguish between “genuine concerns” about what youre selling, versus “resistance” to how youre selling it. Nevertheless, this is crucial. If a potential client is genuinely concerned with something about your product or service, then you address it thoughtfully and directly.
However, if theyre...