Outbound sales can be challenging for many reasons. Each person we call and each conversation we have is unique and you never know what direction things are going to go. With that being what it is, one thing we can do to grow and improve is to embrace a concept of reflection after each call we make.
After a cold call ends, we can reflect on how the call went in an attempt to identify what happened and what could have done better. This is helpful due to the fact that many different scenarios tend to recur again and again. If we can consciously reflect on what happened on the previous call and identify what we could have done better, then we can improve our ability to handle similar scenarios that occur on future calls.
One area to focus our refection is in the area of objections as they are likely to occur on every cold call. Here are three steps to take while reflecting on objections
1. Reflect on the Objection
Reflect back during outbound sales on the objections the prospect had during the call. If there is one that brought the call to end, you should try to identify what exactly it was. Once you identify the objections, were those objections that you anticipated or were prepared for? If not, it may be good to start thinking about them and work toward being prepared for them next time they come up.
2. Reflect on the Response
Reflect on how you responded to the objections you faced and how the prospect responded to your objection responses. Assess if the there might have been responses that could have been delivered that might have kept the call going. .
3. Strategize Moving Forward
Strategize how best to handle objections on future calls. If we already had a responses scripted, this step may involve adjusting or tweaking our plan. If there are new objections encountered, this step could involve building responses for the new objections moving forward.
By stopping to look back after each call during outbound sales, we will can greatly increase our ability to be prepared for all of the different directions that calls go moving forward.
Author & Sales Trainer