I was recently asked in a B2B Sales Connections LinkedIn Group Discussion: how do you call someone who said “no” the last time? He said “not interested, we are covered” and hung up. How are you going to call him again? What do you say? “I know last time you said no to me but I would like to explore your situation a little bit deeper?” I think that if he hung up on you the first time, he will probably do it again.
My response: When we make a telephone prospecting call, we never know the situation we are calling into. The fire alarms could be going off, for all we know. As such, the “I’m not interested” and the hang up can and often is a very automated response. In fact, in my experience, when you call back, the prospect will not even remember you called the first time. Therefore, you cannot assume he will hang up on you again. In fact, you have to believe the exact opposite. In other words, if I truly believe that I can help the prospect get to where he wants to go, I keep calling!
Taking this a step further, when a prospect says “I’m not interested”, what he really is saying is “you were not interesting enough”. I go into great detail in my book, Action Plan For Sales Success on how to create a prospecting approach that minimizes this objection, but in a nutshell, you have to create an approach that is very customer focused that makes them think, “tell me more”. You can also download a free whitepaper entitled “How to Create Your Unique Value Proposition” to help you get started to improve you approach from the B2B Sales Connections Free Download Centre.
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