pumpkin19

Getting them off the phone

Some prospects will talk to me for 10-15 minutes on the cold call, but won't say yes to a formal meeting.

These impromptu conversations aren't productive.

Any suggestions for how to adjust?

Series C Startup- most prospects are familiar with our technology (it's well known in the product community)

I've never had this happen in prior roles

📞 Cold Calling

🔎 Prospecting

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15 comments

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

if it's clear that they aren't willing to set an appt with you, then just like @TennisandSalessaid, interject, thank them for their time, identify they are in a good spot, but then ask for referrals.

DungeonsNDemos

Big Shot

Rolling 20's all day

What are you actually talking about with them? Why are they not saying yes to a meeting? I'm curious what your CTA is.

TennisandSales

Politicker

Head Of Sales

yeah im curious about this too. Every ONCE in a while you find a chatty person but if its a trend....you probs need to be more upfront with your ask.

pumpkin19

Opinionated

> This is Ryan calling from XYZ.
- What's up Ryan
> I'm calling because I saw your team used ABC. Johnny over at THEIR COMPETITOR was using it as well, and was trying to improve METRICS KEY TO PERSONA. They were able to achieve BENEFITS SPECIFIC TO PERSONA. I'd like to explore if we can replicate that for you and your team. Does Wednesday at 3PM EST work for you?

pumpkin19

Opinionated

They end up having a bunch of objections about taking the meeting. For context, our motion often involves replacing one of many incumbents- one of which is our free product. End up getting a lot of info about what they and their leaders are working on in the process of handling/understanding their objections, but then ultimately don't get the meeting closed. Like I mentioned, this never happened at my previous roles. I just can't seem to catch a hook.

sketchysales

Politicker

Sales Manager

Contrary to some comments, based on what you are saying I'd hold off offering the meeting, dig a bit, get those objections and then build them into the reason why they should take the meeting. Going for a yes or a meeting without hearing their pov first is more likely to get nothing from that conversation than using their own response as a reason to book a meeting.

People will immediately put up barriers and object to a meeting if you are offering it in your second sentence. A bit of foreplay never goes amiss.

I'd go down the route of, after your opening chat, I'm curious are you currently using *insert similar/inferior popular system*

They'll say no (hopefully) and tell you what they are using. Then start digging, "that's great!! I've heard good things about them, what's your favourite feature?".

Then start leading them into your area, "how does software support you with *insert your key USP without saying it's a USP*?" Shut up and listen.

Then go into your sell for the meeting "it sounds like x is working really well for you, especially for x (reuse their own words). I do wonder though if *mention a feature or benefit of your system* could help even more. Id like to set up a quick 10 minute chat to dive into this a little deeper, could we make Wednesday pm work?"

Just my opinion but I think your better off leading up to the meeting offer with ammunition in your pocket rather than going for the kill prematurely

pumpkin19

Opinionated

This is interesting. I'll report back on how it works out. Thanks for the reply

TennisandSales

Politicker

Head Of Sales

if its clear that they wont set a meeting, then at the first chance you get to interject, say
well (first name) i really appreciate you taking my call sounds like you are in a good spot, I hope we get a chance to connect in the future, ill let you get back to your day

pumpkin19

Opinionated

These are prospects that I'm quite sure have alignment to our solution. I'm not looking for a way to get them off the phone, but for a way to get the meeting instead of having an impromptu conversation.

TennisandSales

Politicker

Head Of Sales

ah I was confused by the title haha!

I think its the same approach. IM sure you have identified in the chat a few pain points that you want to expand on.

So you may have to just cut him/her off a bit and explain how the few issues they mentioned can be solved with your product.

Pretty much just keep pushing for the meeting as soon as you find a chance.

GDO

Politicker

BDM

push for a meeting sooner. Or just tell them we can discuss this in our eeting when they ask somethig

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Maybe you aren't talking to them long enough?

I guess I would need to know about the context of those conversations. Consistently getting long conversation with prospects is a potentially a great thing. Maybe your problem is how you bring that conversation around to "closing" on it:

Build the relationship, find the mutual points of interest, uncover pain(s), drop some nuggets on how you can help them, close them on a next step.

CuriousFox

WR Officer

🦊

Move on to a different contact within the company.

Kosta_Konfucius

Politicker

Sales Rep

They are productive to learning the clients landscape, you can learn the tech they use or use the objection. Lots of value, unless you talk about some random thing.

FranchiseSalesQB

Politicker

-1

Franchise Sales QB

hang-up?

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pumpkin19

Getting them off the phone

15 comments

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