Human nature dictates that most people want to complain about an issue to someone who will listen and then want the issue resolved. If this is the case, this is your chance to focus on a selling point. If there was trouble with a previous vendor then it behooves you to learn what mistakes they made so that you don’t repeat them. Also be sure to ask yourself a question. Do I have enough info from the prospect to warrant an appointment? Probing is again like building a case. The more questions you ask, the more apparent questions you need to ask. Also be sure to phrase your questions to allow for maximum information flow. Here’s the difference
Cold Caller: Can I give you a quote?
Cold Caller: Will you be open to accepting quotes within 1-3 months
Prospect: Yes I will be open to getting quotes in about 60 days
It’s not always about what you say but how you say it.
Special Note: During this time the prospect may say that they are not interested; which is typical. The proper response should always be-Is there any reason? Never “ask why not”? This puts most people on the defensive and will more than likely give them a reason to hang up on you. If you ask for the reason they aren’t interested-they will more than likely tell you ; which is what you want. If you don’t know why they aren’t interested how can you hope to change their mind? Let’s say the prospect has told you no and you just accepted that answer and hung up. Now ask yourself this. Why aren’t they interested? Is it money? Is it because they have an in-house staff? Did they have a bad experience in the past? You don’t know ,so why guess? It could be as simple as the prospect wanting to wait until they have a budget in six months and therefore not interested-at this time. Do yourself a favor and find out why a prospect isn’t interested.