Episode 22: Top 5 Sales Objections and How to Respond when Cold Calling with Kevin Hopp

Before the COVID-19 pandemic, people used to pick up the phone as a distraction from work. Now, with people working from home, they are less inclined to do so. Find out how to master the art of cold-calling in this new era as we chat with sales expert and strategist, Kevin Hopp. In this episode, we cover how you can stand out from the noise, which once-popular sales technologies are now obsolete, and why it’s important to make sure your cold-callers are relaxed. Kevin breaks down the top 5 sales objections: the disinterested Prospect, the “send me some information” brush-off, the wrong person, the “I’m busy” brush-off, and “I have other priorities right now”; and gives us simple solutions using his wealth of sales experience. Discover what the X-factor in a cold-caller is, and methods you can use to improve your tactics. We also cover a bonus pointer: when to level with your Prospects. Don't miss out on this fascinating discussion that puts cold-calling in the hot seat. 

Key Points From This Episode:

• An introduction to Kevin Hopp, a self-described sales geek, and how he got into sales. 
• Discover how to stand out from the noise: leveraging technology to make cold calling effective.
• Why a script for your cold-callers is essential.
• Why you should expect clients not to be interested when cold-called, and how to handle it.
• How to use a power interruption to prevent a brush-off.
• Learn to read the situation, leaving the customer wanting to talk to you.
• Ways you can tackle the product not being a priority.
• How your business acumen benefits you as a cold-caller.
• Pattern interrupting: how and when to level with a client.
• Why it’s important to target who you call, and how to get hold of the right person.
• Find out what the x-factor for a cold-caller is. 
• Bonus: when you should initiate a high-level discussion.
• Learn how to build your competitive battle card. 

Tweetables:

“If you’re listening to this, and you’re anywhere from the age of 18 to 22, don’t worry about finding what you want to do. Start going around the list and checking off the things you don’t want to do.” — @KevHopp [0:03:27]

“I really do believe that the key to good cold calling is preparation and mindset” —