From the course: Cold Calling: Overcoming Sales Objections

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If contracted

If contracted

From the course: Cold Calling: Overcoming Sales Objections

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If contracted

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- Now if it turns out they are contracted and then that does affect your product, then get that expiry date. This should be your number one priority. Get that agreement to speaking again, and get it booked in your calendar, ahead of the renewal date. So if it's a time contract, like an outsource function, or a phone contract, or a car lease then you need to find out exactly when that is, and book it in, with a reminder, ahead of the time. And remember to ask if there are any break clauses, or any reason why the contact might end early, and remember that the incumbent suppliers they already have, they'll be getting in touch early as well, to make sure the contract renews. So you need to beat them to it. In my world, of IT support contracts, people are looking three to six months ahead of the renewal date. So I call them in nine, just to make sure I get ahead of the game, maybe even sooner. What's the worst that can happen…

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