These cold call tips that will show you how one word you're using on telesales and appointment setting calls can cause your prospects to respond with the sales objection – Send me information.
If you make cold calls you probably get prospects asking you to send them information when you use a trial close or go for full agreement to a sale or a sales appointment.
This common sales objection stops the call, you can’t progress to a close because they just give you the same response: Can you send me information.
The telesales and appointment making teams I managed and trained used to have the same problem, so I looked for a cause and a solution and what I came up with is all on this page.
What I discovered was: there is a direct correlation between the use of one word on the cold calls and getting the objection asking for information.
The word is: Interested
Add this to your cold calling tips: on appointment setting and telesales calls, if you use the word interested at certain points in the calls there is a higher chance the prospect will ask you to send information.
When interested is used as a close or trial close line on a telesales or sales appointment call this objection occurs more often.
It's a common question, it's gentle, a nice way to test their level of interest. But, it will cause the information objection.
I listened to live calls made by my teams as part of my research to develop cold call tips to prevent this objection.
Once this objection comes up it’s really very difficult to overcome or get past it. The prospect has asked for information, what can you say to overcome this response and continue with your sales or appointment setting process?
I’ve heard some poor attempts to get past the objection with lines such as:
No surprise that these responses were not very successful and some prospects became more entrenched, which made it even more difficult to close the sale or gain the appointment.
These are typical responses people use to deal with this response, but I've never heard them used successfully.
I took a group of telesales and sales appointment callers and recorded data from their calls on how many: send me information, responses they received when the word interested was used in a trial or full close.
To check the results I then followed this with a quick telesales training session to stop them using the word interested anywhere on their calls.
Getting them to change wasn’t easy, some had been doing the same cold call script for years without realising they could improve it...
The same data on the calls made without the word interested was collected. The figures supported my initial thoughts about the connection between using interested and getting the information objection.
There was an average decrease of more than 60% in the number of send me information objections after the telesales training when interested was removed from the calls!
The total number of all objections only fell by 20% as there was an increase across the whole range of other objections. But at least those objections were real, genuine questions and concerns, objections that could be addressed and dealt with.
There was also an increase in call backs and follow up calls, and the important result was a 24% increase in confirmed sales and appointments combined.
My interpretation of these results is: after the telesales training, and removing the word interested, some of the prospects that would have responded by asking for information to be sent responded with a different, more specific, objection or deferred making a decision and required a follow up call at a later date.
The objections that did arise were based on real concerns, rather than a request for non-specific information, and a bigger percentage of these could be overcome using techniques you'll find in the appointment and cold calling objection section at: Cold calling techniques
All round positive results for both telesales and tele-appointment callers, so here’s some cold call tips on rewriting your call scripts and removing the word ‘interested’ from your cold calls...
My cold call tips on taking ‘interested’ out of your sales appointment and telesales scripts will help you enjoy the same benefits from an increase in results as my teams did.
If you manage a team start with sales training to explain what you’re doing and to create cold calling scripts without using the ‘I’ word.
If you are developing your own personal sales skills create a new script for your own cold calls and change the stages that use interested.
The main area you want to look at is re-scripting your lines for a trial close or your full agreement gaining closing line.
Other cold call tips are: not to use interested in your Introduction Stage, as I believe this could trigger a send me information response right from the start of your calls. So check your first few lines and create an Interest free introduction so you are not jeopardising your calls from the start.
You might want to use this opportunity to rebuild your complete call script, here are some useful links to help you to do that...
The Appointment Section main page will show you how to create an effective script in 5 easy stages, see more at Appointment Setting...
You can have the professional training course that I use to train professional sales appointment teams.
The course guides you step by step on how to create your script...
At the end of this professional course you will have a customised sales appointment call script, in your own words, that will fill you sales diary for you.
You will know what to do and say at every step of the call process, how to prevent and overcome objections and obstacles, and how to make calls with confidence.
This is the perfect course for making cold calls, follow up calls, and responding to enquiries. You can use the training many times over to create scripts for every type of call to make sales appointments.
Learn how to get past gatekeepers, motivate hesitant prospects to move forward, and see effective, unique techniques to gain agreement to sales appointments.
See the full details of what’s in the course and what it will do for you by clicking the image or opening Sales Appointments...
The mini-course that shows you an overview of how to use the stages & steps of a sales appointment call to create your own call scripts.
Create your sales appointment calls, from a cold call introduction through explaining why you are calling, to gaining agreement to an appointment, survey, demonstration, test drive, or whatever the next step is of your sales process.
Grow your business and quickly learn how to contact more potential clients and customers. Cold call tips on creating your own scripts using the stages and steps to wrap your words around.
Making Sales Appointments in a Nutshell gives you a quick training course that's easy to follow, so you get it in a nutshell. See how it works at Appointments in a Nutshell
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