How To Communicate With Prospects On The Phone
Learn how to handle cold calling objections with creative responses and how to qualify prospects on the first call.
Understanding Objections
A core attribution to a business's success is being financially strategic. If they already have a system going, there may be friction with trying something new. You're providing something these people need—resistance is typically caused by natural tendencies to stick with what you know.
Remember: Objections are NOT "No's." If they haven't hung up on you yet, they're still listening and hoping for you to overcome the objection!
The 3-A Framework for Handling Objections
Acknowledge
Repeat the concern back to them and get confirmation. "So if I understand correctly, you're worried about X"
Align
Get on their team. "That's a totally reasonable concern and honestly it's one of the reasons why our company exists"
Assure
Let them know why they can trust you. "Honestly, many of our clients had the same worry, and this is how we helped them"
Objection Handling Examples
"Send Me An Email"
"I'm Too Busy"
"Send Me More Info"
🎯 Key Insight
Notice how each objection response keeps the conversation moving forward. The goal isn't to overcome the objection entirely—it's to gather information and maintain the relationship for a future opportunity.
Qualifying Questions to Ask
Great cold callers don't just book meetings—they qualify prospects to ensure they're a good fit. Here are questions to ask during or after overcoming an objection:
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1
Pain Point Discovery
"What's the biggest challenge you're facing with [relevant topic] right now?"
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2
Current Solution
"How are you currently handling [specific process]? Is that working well for your team?"
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3
Decision Making
"Besides yourself, who else would be involved in evaluating a solution like this?"
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4
Timeline
"Is improving [relevant metric] a priority for this quarter, or is this more of a next-year initiative?"
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5
Budget Awareness
"Have you allocated budget for improving [area], or would this be something new to explore?"
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