Cold Calling: Overcoming Sales Objections

Introduction

• Welcome to the course
• What's in this course?
• What is an objection?
• Before you get started

1. This Isn't a Priority for Me Right Now

• Introduction
• What they really mean
• Don't always believe them
• Find out why
• Help them help you
• Ok, so when?
• Wrap-up

2. Just Send Me an Email

• Introduction
• What they really mean
• Challenge them
• Reframe them
• Offer an alternative
• Actually do it!
• Wrap-up

3. I've Never Heard of You

• Introduction
• What they really mean
• Know your value
• Challenge it
• Feel, felt, found
• Wrap-up

4. You're the Same as the Rest

• Introduction
• What they really mean
• Establish why they think that
• Know your USPs
• Wrap-up

5. I'm Locked in Another Contract

• Introduction
• What they really mean
• If contracted
• If not contracted
• Find the selling point
• Know your enemy
• Wrap-up

6. This Is Too Expensive

• Introduction
• What they really mean
• Show your value
• Find a way to pay
• Wrap-up

7. It's Not My Decision

• Introduction
• What they really mean
• Champions and decision makers
• Who's is it then?
• Arming champions
• Wrap-up

8. I Don't Need It

• Introduction
• What they really mean
• Finding out more
• Reframe
• Wrap-up

Conclusion

• Final thoughts
• Congratulations!