Cold Calling Tip #8: Make Them an Offer They Can't Refuse
/Here’s a quick cold calling tip to help overcome resistance: come up with a unique offer they can’t reasonably refuse.
Transcript
So, some people in our classes have come up with the idea: “Make them an offer they can’t refuse.” Well, what does that look like? 10 minutes of time? 15 minutes of time?
And of course when you’re in sales the expectation is that they will always blow the back end off of that time frame and allow us to have a longer sit down.
“...I will go away and never bug you again.“
Someone came up with this one: “Give me 15 minutes of your time and if I can’t find some way to offer value to you, I will go away and never bug you again.“ That would be an offer they can’t refuse.
Some other people have come up with the idea of giving them an odd amount of time. “Give me 14 minutes of your time.” "Give me 28 minutes of your time.”
You have to decide how unique that pitch might be in order to get face-to-face.
Here are some other tips and topics on Selling Skills from Joe Friedman:
Previous Cold Calling Tips...
Cold Calling Tip #1: Prospecting Is a Game
Cold Calling Tip #2: Why Even Make Cold Calls?
Cold Calling Tip #3: How to Make a Cold Call Warmer
Cold Calling Tip #4: Plan Your Cold Calls
Cold Calling Tip #5: Value to “Them” Gets You in the Door
Cold Calling Tip #6: A Positioning Statement Puts Your Best Foot Forward
Cold Calling Tip #7: Handling Resistance to Meeting
Cold Calling Tip #8: Make Them an Offer They Can't Refuse
Cold Calling Tip #9: Be CHARMing When You Get Resistance Cold Calling
Cold Calling Tip #11: Handling the Objection “I’ve Got No Time”
Cold Calling Tip #12: Three Last Gasps for When All Else Fails
Related Topics...
Socratic Selling Skills: How Socrates Sold
Buyers Should Talk More?! Selling Is Not Telling (revisited)
ZEHREN♦FRIEDMAN offers a full range of selling skills courses to help you sell better.
Read more here: http://zehrenfriedman.com/skills-training/sales
Joe Friedman
Joe has over 20 years experience in sales, training, and consulting. Selling and delivering training is Joe’s passion. Joe’s career path has taken him from the faculty at Northeastern Illinois University to First Chicago, to another training firm before joining his friend David (who kept calling, and calling, and calling) to form ZEHREN♦FRIEDMAN.