The following video explains the most common customer stall tactics used when salespeople do cold calls. These five common customer objections and roadblocks are designed to intimidate salespeople and stall just enough for the salesperson to get off the phone.
There are two types of cold calls. One is a warm call. This is when your marketing has done a good job getting your message out into your market. The customer may never have purchased from you, and may not know you personally, but they've heard of your company and or know what you're about. In this case, your marketing has set the stage to allow your salespeople to begin a more accepting discussion.
The other is an extreme cold call. In this case, the customer has no idea who you are, what your company does or the types of products you sell. It's an extremely "cold" cold call.
When performing one of these extremely cold calls, customers just want to get off the phone. Your job is to validate these five common objections and roadblocks and then proceed immediately into your 15 second intro/sales pitch.
Acknowledge their statement and then move forward. The most common customer stall tactics in B2B sales cold-calling are summarized below.
1) I don't have time now
2) I am just about to enter a meeting
3) Can you call back?
4) I am leaving for the day, for vacation etc
5) Oh, I've heard about you guys.
Again, acknowledge these customer statements and then just proceed with the call. Remember, these high-level executives, decision makers and C-Level contacts have at one-time filled the same role you are filling now. So, they know your job is to sell. Stick to your guns and make your point immediately,