From the course: Cold Calling: Overcoming Sales Objections
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Introduction
- So the next objection on the list is saying I've never heard of you. And other examples of this don't really exist. It is what it is. They've never heard of you before. You our your business. And they're using that as an excuse to get rid of you. Now some people rely on reputation and word of mouth to know who's good and who's bad and who everybody else uses, be them competitors or peers. Now some industries are more susceptible to the sheep mentality than others. And what that means is that they follow what their competitors and peers do knowing what's good and what's bad because of it. So certain brands excel on those certain industries. So for example I find that law firms have that very strongly and they stick to what the know and what their other people are using. Well for example Pirelli tires in the formula one. I don't know anything about cars, but I'll probably buy Pirelli tires next time because…
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