Prospects have become so wearisome of cold callers these days that conversations don’t even get off the ground when we call them.

“I’m too busy right now to talk to a salesperson.”

Here’s A Technique That Will Get The Prospect Talking 99% Of The Time
Immediately after the prospect says he or she is too busy to talk, respond with, “I understand, but before we get off the phone, can I ask you just one quick question?” And then you ask your question.

Let’s Dissect Why This Works So Well
Prospects will perceive that you aren’t going to be taking too much of their time and they won’t have to reveal too much information. Minor investment. Minimal commitment. “Just one quick question.”

If you are calm, assured and prepared, the prospect will be put at ease. While you’ll start with a closed-ended question, you might be able to follow-up with one or two additional open-ended questions that will help start a relationship and set the stage for your next interaction.

Research has shown that initial objections from prospects are “throw away” objections. They’re just reacting to an interruption. The objection is not a real objection, but a stated objection.

Sales Tips Wrap Up
The keys to making this really work are:

• Do some research on the company before you call. The one question you’re allowed to ask needs to sound like you know something about the company and their industry.

• Know when to stop. Don’t overuse this technique. If the prospect seems willing to answer a question, don’t keep pushing for more if the prospect is not receptive.

• Be genuinely empathetic with the prospect if you perceive that he or she honestly can’t talk with you at that moment. You can always call back. No need to tarnish a relationship before it begins.

©2010 Scott R. Sheaffer

Related posts:

1. Phone Sales Tips: A very powerful question to use when prospecting on the phone
2. What do I need from a prospect? Hint: relationship
3. There’s A Type Of Question That’s Neither Closed Nor Open

Tags: language, objections, Prospecting, prospects, questions

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