Handle Objections

While making the thousands of calls I made those first six months, you can imagine I got lots of objections. An objection is really the prospect stating their need for more information. If the prospect didn't want or need what I was selling, they would have told me, hung up on me or thrown me out. As long as they were coming up with objections, I still had a chance to get the appointment. I would give them the information they were looking for and close for the appointment.

If I came across an objection I couldn't overcome, after the call I would seek a more experienced agent and ask them how to handle it. I added that to my script and went on to the next call. This process continued until I was a master at handling objections, and my closing ratio for appointments increased dramatically.

Handle Rejection

The first fews weeks of cold call prospecting, I felt alot of rejection. People were mean, they hung up on me, slammed doors in my face or just didn't have any interest. Then I learned a very important lesson. They weren't actually rejecting me, they were rejecting my offer.

So I worked on strengthening my unique selling proposition, practiced the delivery of my script and how to handle the objections I was getting. In time fewer people rejected my offer and I realized the ones who did weren't good prospects any way. I stopped taking it personally and moved on to the next call, knowing with each call, I was closer to making my next appointment.

Cold call prospecting may not be the most effective way to make appointments, however, I realized it could be a valuable tool for increasing my skills, and it sure beat doing nothing at all.

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