You finally get someone on the phone.
You say your opener.
And boom… they shut it down.
“I’m not interested.”
But that’s not a real objection.
That’s the “go away” phase — and if you don’t know how to navigate it, the conversation ends before it begins.
Most cold calls die right here.
Not because your offer is bad.
Not because you’re a bad rep.
But because you’re still trying to book a meeting…
when all you need to do is keep them on the line.
Here’s the framework to help:
Acknowledge
Answer
Ask
Let’s break that down:
1. Acknowledge
Let them know you heard them. You're not steamrolling.
“Totally get it, I called you out of the blue...”
2. Answer
Speak to the underlying concern (usually time).
“The last thing I want to do is waste your time.”
3. Ask
Now pivot to a low-pressure question that reopens the conversation:
“Before I let you go, I typically talk to [job title] who are focused on one of two things: X or Y. I’m curious, which of those is top of mind”
This one move, done well, can take a dead call and bring it back to life.
It’s one of the most practical, high-leverage skills a cold caller can have.
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