{"id":1286,"date":"2020-06-15T22:08:52","date_gmt":"2020-06-16T02:08:52","guid":{"rendered":"https:\/\/lee-cornell.com\/blog\/?p=1286"},"modified":"2020-06-15T22:10:12","modified_gmt":"2020-06-16T02:10:12","slug":"3-biggest-cold-calling-mistakes-that-trigger-rejection","status":"publish","type":"post","link":"https:\/\/lee-cornell.com\/blog\/3-biggest-cold-calling-mistakes-that-trigger-rejection\/","title":{"rendered":"3 Biggest Cold Calling Mistakes That Trigger Rejection"},"content":{"rendered":"\n
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Cold calling is difficult. Avoiding these three common mistakes will increase your chances of getting the sale and minimize the “not interested” rejection.<\/p>\n\n\n\n

Mistake #1: Center the conversation around yourself and what you have to offer<\/strong><\/p>\n\n\n\n

In the old approach of cold calling, you introduce yourself, explain what you do, and suggest a benefit or feature of your product. And then you close your eyes and pray that the other person will be interested<\/p>\n\n\n\n

Unfortunately, the moment you stop talking you usually hear, “Sorry, I\u2019m busy,” or “Sorry, I’m not interested.”<\/p>\n\n\n\n

You see, you\u2019ve started your cold call by talking about your<\/strong> world and what you<\/strong> have to offer. But realistically, most people aren\u2019t all that interested in you.<\/strong> When you talk about your company and your product, it\u2019s just another advertisement to them. You haven\u2019t engaged them, so they often just “turn the page.”<\/p>\n\n\n\n

Prospects are much more interested in themselves and what\u2019s important to them. So if you start the conversation by focusing on their world, they\u2019re more likely to interact with you.<\/p>\n\n\n\n

So instead, talk about an issue or problem they may need solving. Focus on them rather than on what you have to offer. And see where it takes you.<\/p>\n\n\n\n

Mistake #2: Being confident they should buy your product or service<\/strong><\/p>\n\n\n\n

In the old cold calling mindset, you\u2019re taught to focus on the sale and be completely confident that what you\u2019re offering is something the other person should buy.<\/p>\n\n\n\n

The problem with this approach is that you haven\u2019t asked them to determine this along with you. So think about it \u2013 in the old mindset, you\u2019re really deciding for someone else what\u2019s good for them. I know this isn\u2019t intended, but that\u2019s exactly what comes across to your prospects.<\/p>\n\n\n\n

So rather than being full of confidence and enthusiasm, stop for a minute and think about the other individual. Relax into a real conversation instead of moving into a persuasive strategy or sales pitch. Put yourself in their shoes and invite them to explore along with you whether what you have to offer is a match for them.<\/p>\n\n\n\n

Others truly can distinguish the difference. You\u2019re inviting them to see if you might be able to help them solve a problem. This makes for a much better connection right at the beginning, and you\u2019ll get that immediate rejection reaction much less frequently.<\/p>\n\n\n\n

Mistake #3: When someone brings up an objection, try to overcome it<\/strong><\/p>\n\n\n\n

You know, one of the reasons cold calling is so difficult is that sometimes you may not be very familiar with the other person and their business. When you make that first call, you don\u2019t know very much about their issues, problems, budget, and time constraints.<\/p>\n\n\n\n

Chances are, not everyone is going to benefit by your product or service.<\/p>\n\n\n\n

So realistically, your company or product isn\u2019t going to be a match for everyone. And yet, when someone brings up an objection (“we don\u2019t have the budget for that,” etc.), the old cold calling mindset trains you to “overcome,” “bypass,” or “override.”<\/p>\n\n\n\n

But when you do that, you put the other person on the defensive. Something they\u2019ve said is being dismissed. And here\u2019s where rejection can happen very suddenly.<\/p>\n\n\n\n

So it\u2019s much better to listen to their concerns and continue to explore whether what you\u2019re offering makes sense for them. There are some wonderful phrases you can use that validate their viewpoint without closing the conversation.<\/p>\n\n\n\n

See if you can shift away from those old self-sabotaging mindsets. When you do, you\u2019ll notice that people will engage you much more, and the immediate rejection you\u2019ve grown so accustomed to will happen much less.<\/p>\n\n\n\n

If you found this article useful, please Like and Share. Leave a comment! And subscribe to my blog to be notified when I post something new.<\/p>\n\n\n\n

Lee<\/p>\n","protected":false},"excerpt":{"rendered":"

Cold calling is difficult. Avoiding these three common mistakes will increase your chances of getting the sale and minimize the “not interested” rejection. Mistake #1: Center the conversation around yourself and what you have to offer In the old approach of cold calling, you introduce yourself, explain what you do, and suggest a benefit or […]<\/p>\n","protected":false},"author":1,"featured_media":1288,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[15,23,24],"tags":[],"class_list":["post-1286","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-customers","category-sales"],"aioseo_notices":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/lee-cornell.com\/blog\/wp-content\/uploads\/2020\/06\/1525d92f6a0518bb16a4313a5ac91705.jpg","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5EOVe-kK","jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/posts\/1286","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/comments?post=1286"}],"version-history":[{"count":2,"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/posts\/1286\/revisions"}],"predecessor-version":[{"id":1290,"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/posts\/1286\/revisions\/1290"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/media\/1288"}],"wp:attachment":[{"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/media?parent=1286"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/categories?post=1286"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/lee-cornell.com\/blog\/wp-json\/wp\/v2\/tags?post=1286"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}