S2 Ep39: Classic Objections and the False Negative with Sean Hurd
This episode of Hopp on Calls with Kevin Hopp is the first part of our cold calling session with Sean Hurd, the Veteran Coordinator for Shift Group. Kevin hits the phone and speaks with a couple of prospects, one who displayed a classic example of the False Negative, and another who wasn't the right fit now, but shared valuable information on the industry and their competitors. Sean also talks about the sales mindset and how you must believe that you are not being a bother because otherwise, your prospects will pick up on that too.
HIGHLIGHT QUOTES
If you believe your product is great, then show it on the cold call - Sean: "As false negative, I think a lot of reps use that as an excuse to just fold because they believe in their mind that they're bothering somebody. So if you believe you're bothering somebody, then the odds of you having a positive, calm, booking a meeting isn't gonna work because, in your mind, they're gonna know that you don't believe in what you're talking about."
Gain confidence knowing you will only talk to people who are ready to talk - Kevin: "If you were to like pull every salesperson out there and say, what stops you from picking up the phone? I think that cold call reluctance comes from the awkward nature of a conversation. But being totally okay with avoiding this and being totally okay with saying, Hey, you're busy, I'm not gonna talk to you right now, I'm going to call you another day, that gives you the confidence to know you're only going to talk to people that are ready to talk."
Find out more about Sean in the link below:
You can connect with Kevin Hopp at the link below:
- LinkedIn: https://www.linkedin.com/in/khopp/
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