Handling Objections and Rejections When Cold Calling
When cold calling, it is only to be expected that some of the calls don’t go quite to plan. That is just the nature of the process.
The key is to always remain polite. If you are well prepared and have done your research (see Strategy Targets and Objectives) you are fully equipped to handle objectives with details of what you have to offer which they may not be aware of. But, don’t push too hard. Although you want to make the sale, it is important that you retain a good relationship with the person at the end of the phone. You never know, they may come back to you at a later date.
You mustn’t be disheartened if the person at the phone isn’t interested. A rejection doesn’t mean that the call has been futile! You can still take something positive from that call. The person on the end of the phone is still a possible future candidate. Why not start building a profile on them? If you are getting on well ask about their role – what do they especially like, how long have they been with the company etc. At the very least, they now know what you have to offer and may think of you in future.
If you come across somebody who is rude, don’t take it personally. The person on the other end of the phone may simply be having a bad day. Make allowances, ask when is a better time to call back and always remain polite. Put yourself in their shoes – I’m sure we’ve all had bad days at some point! Chances are, the next call will go much better.
