Training Tips

Cold Calling Nightmares: Three things to avoid during a cold call

In his mrinsidesales.com article “Cold Calling Mistakes,” Mike Brooks says sales professionals should never do the following on a cold call:

1. Forget to use instructional statements. Sales professionals should include instructional statements with their name and why they are calling. When a secretary or receptionist hears this, there is a much higher chance of getting through to the right person.

2. Repeat an objection. “Sounds basic, but 80% of your competition unconsciously repeat objections,” Brooks writes. Sales professionals should be prepared for common objections by creating and using scripts. This avoids slipping out, “oh, you don’t have the budget?” or something similar.

3. Dealing with red flag objections. Prospects may reveal objections that show up later on and kill deals, but good sales professionals can identify and qualify them.

“If you use the techniques listed above, you’ll avoid the three biggest mistakes 80% of your competition is making. You’ll save energy and get out better leads which will result in more deals,” concludes Brooks.