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The Pro Cold Calling Guide: Learn How to Book More Meetings - Vidyard
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Next, get curious. Ask them questions like: “What makes you say that?” “Is this something you’ve tried to solve in the past?” “What did you try?” Never argue or try to convince a prospect their objections are wrong. Do more digging with open-ended questions to understand the core reason behind objections. “While handling objections, you may discover they don’t need what you’re selling. In this case, thank them for their time and say goodbye.” However, if they’re just brushing you off with objections like “I’m busy,” “Send me an email,” or the infamous “I’ll call you back,” try saying something like, “Would it be better for us to take 20 seconds right now to see if this is relevant? If it’s not, I’ll leave you to it and skip any follow-up.” This buys you up to 60 seconds to see if they’re still worth pursuing.
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