Summary
This video emphasizes the importance of preparedness for objections in cold calls and prospecting calls. Having a strong call script is crucial to handling objections effectively upfront. Salespeople are encouraged to anticipate objections, script out contingencies, and approach calls with a fearless and playful attitude to improve success rates.
Dealing with Objections in Cold Calls
This chapter discusses the importance of being prepared for objections in cold calls and prospecting calls. Successful salespeople embrace objections and have strategies to handle them.
Avoiding Objections in the First Place
The chapter emphasizes the significance of having a strong call script to avoid objections initially. A weak script is less effective than a well-prepared one.
Knowing What's Coming with Prospects
This chapter highlights the importance of anticipating objections and knowing what to expect when interacting with prospects. Scripting out contingencies for likely scenarios is crucial for success.
Scripting Contingencies for Objections
The chapter explains the process of scripting out contingencies for objections during prospecting calls. Acknowledging objections and responding effectively can increase the chances of success in sales.
Making Calls a Game
This chapter suggests making cold calls a fun and engaging activity by treating it as a game. By approaching calls with a playful attitude, salespeople can handle objections better and improve their outcomes.
Taking Risks and Being Fearless
The chapter encourages salespeople to take risks and adopt a fearless attitude when making prospecting calls. Having a mindset of having nothing to lose can help in dealing with objections confidently and effectively.
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