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The Sales Buzz Issue 282 - Common Cold Call Objections
August 13, 2015
Common Cold Call Objections
Some common cold call objections don't sound like an obstacle but they can still end your call and any chance of a sales appointment if you don't handle them right.
Part way through a sales appointment call the prospect asks you how much your product or service costs.
How do you respond?
Do you tell them the price?
Maybe you move from your cold calling script and go into selling mode.
Perhaps you feel there's no alternative other than giving them a price even though you haven't had the opportunity to discover their needs or build a value proposition around your proposal yet.
I class prospect's asking for prices on appointment calls the same as other common cold call objections.
In many cases it's a way to get you to come up with a figure so they can then tell you it's too expensive.
If it is a genuine request then just as with an objection the prospect is taking control of the call and you have to get that control back so that you can get it back on the path that leads to a sales appointment.
Here are a couple of points to consider when this happens on your cold calls:
Keep Control of the CallWhen you're cold calling it's you that should control the call.
As you create your appointment script you should consider how far into your sales pitch, if at all, you want to go. Do you want the opportunity to start presenting your sales offer now, or would you rather wait until you meet with the buyer.
Price Means NothingThe price of a product means nothing without supporting information because your prospect can't compare it to anything unless they know more about it.
Price is all about value. And value is always assessed from the buyer's perspective. If the buyer assesses the value of your sales proposal as higher than your price then they may buy from you. But it all depends what's ipmortant to them.
My cable TV company has just increased it's prices and tried to show the value had risen as well because a sports channel was now added to the package for free.
If their customers like sports they may agree the value has risen more than the increase in price. If they don't watch sports they may decide the price has risen above the value and the price is too expensive.
So without you being able to question the customer's needs, and give a sales presentation on the value of your proposal, you're taking a real gamble if you give prospects a price when you cold call for appointments.
To get past this objection take a look at a page of sales training on the Provensalestraining.com website that covers this topic plus other Common Cold Call Objections...
The Sales Buzz is published by the website www.provensalestraining.com.
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I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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