From the course: Cold Calling: Overcoming Sales Objections
Join today to access over 22,600 courses taught by industry experts or purchase this course individually.
Find the selling point
From the course: Cold Calling: Overcoming Sales Objections
Find the selling point
- So once you've got that renewal date in place, make sure you find the selling point to use even now or in future when you're calling back. So find out what their emotional reservations are and why they're emotionally attached to their supplier. Find out if they annoy them in any way, if they absolutely love them, or maybe they really hate them, and if so why? So make sure you're always digging for that bruise that you can push on later on. Make sure you're asking open ended questions like why do you use them, why did you start with them in the first place, what do you like them, even what do you dislike about them? One of my favorites is just to say if there was one thing you could change, what would it be? And make sure you're tugging on those emotional heartstrings. It'll be useful when you call back at that agreed date you've got booked in in the future.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.