6 Easy Ways to Get Past the Sales Gatekeeper

getting past the gatekeeper

You’re out building your network, ready to meet people in charge and make sales. You enter the office, walk up to the reception desk, and see someone sitting there engrossed in their US Weekly. As you ask for Dr. Jones, the receptionist flippantly replies, “He’s in a meeting.”

What do you do? You drove across town to get here, and now you can’t even see the person you came to meet!

Getting past the gatekeeper can make (or break) your sales game. And this process isn’t about making the pitch to the person guarding the door. It’s about learning to talk to strangers. Save your sales talk for the actual decision-maker.

As you aim to pitch to the right person, use these six tips to earn the gatekeeper’s trust and navigate your way past the front desk.

1. Take the Temperature

Before you jump into why you came to the office, gauge the gatekeeper’s temperature. You don’t want to walk in and interrupt whatever they’re doing without building rapport.

So make small talk. Look around for items on the desk that lend themselves to discussion. The receptionist is trying to figure out if you’re a friend or foe. You want to convince them you’re a friend.

2. Don’t Hold Literature in Your Hand

Since you’re looking to be a friend, not just another salesperson, avoid giving away that you’re there to sell. If you come in strutting your sales look with presentation materials in hand, they will have no reason to help you.

3. Dress the Part

Consider your audience as you dress for these in-person cold calls. It’s best to mimic the way people dress in the office. Don’t come wearing a suit if that’s not the culture. But don’t be underdressed either (it’s better to be overdressed).

That means you need to do your homework. If you’ve never been to the office before, search Google images for the business and look up their LinkedIn profiles to figure out their standard attire. If you’ve been there before, use the way they dressed as a guide.

Men, your best outfit is usually khaki pants and a golf shirt. You want clothing that breathes while keeping your look professional, especially when you’re traveling to multiple businesses. If you’re wearing a coat and tie getting in and out of your car all day, you’ll end up sweaty and wrinkled. And there’s nothing worse than a well-dressed person sweating on a cold call.

4. Ignore Negative Body Language

A good gatekeeper gives negative body language to scare people away. You have to ignore that. If salespeople left every time they read negative body language, they’d never be successful. Instead, high-performing salespeople ignore negative body language and try to overcome it. Sure, it’s uncomfortable to stay where you’re not wanted, but you have to power through.

You want to give off the right body language too. Don’t walk in looking like you’re about to spew a five-minute monologue. Instead, assume a more casual posture, or even look confused and say something like, “Wow, the parking lot is full today…” The goal is to be personable and non-intimidating.

5. Use the Gatekeeper’s First Name

Name exchange is paramount to building any kind of rapport. So, when you walk in, your first goal is to get their name. Then use their name in a sentence. Look for something on the desk with their name on it, maybe a nameplate or a plaque on the wall.

If you don’t see it, consider asking, “Hey, are you new here? What’s your name?” I usually do a quick age test before asking this question. If the person is older, I assume they’ve been there a while. But if there’s a younger receptionist, I go ahead and ask.

You can even lead into a conversation with something like:

Hey, my name is Robert and I’m here to see Dr. Jones, what did you say your name was? …Great, Susan! How long have you been here, Susan?”

With this approach, you find out their name, show you’re listening when you repeat it, and build rapport.

6. Find Signs of Affiliation

Connect with the gatekeeper in a conversation that could exist outside of the business. If you see a sign of a sports team, networking group, or hometown, use that to start a conversation. Or look up the business on social media before you make your visit. Often, posts are made by someone at the front desk. So see if you can identify a subject for conversation.

Next time you walk into an office on a cold call, act like you know the person in charge.

If the boss is in a meeting, be comfortable with that. Just reply, “No big deal. I need to do a little work on my phone, so I’ll just wait here until they’re done.” The more comfortable you are with yourself and the more personable you are with the receptionist, the more likely you are to meet that decision-maker.


Which Sales Follow-Up Strategies Work Best for Your Prospects?

sales follow up strategies

You’ve just had a great meeting with a prospect. There’s no doubt in your mind they’re going to buy your service. Then you follow up and… nothing. You assume the prospect is no longer interested and it’s time to move on.

Don’t let that common assumption about following up cause you to lose sales. Just because a prospect hasn’t returned your call or e-mail doesn’t mean they aren’t interested. There are many reasons why prospects don’t respond and many strategies for following up with them.

Don’t let the lack of response keep your from reaching out again. Consider these questions to determine which follow-up strategies work best for your prospects.


Do they need a Dear John email?

Some companies send a “Dear John” email to unresponsive prospects. This type of email helps you determine if your prospects simply aren’t interested, or if there’s a different reason they’re not responding. Here’s an example:


You looked at our solution a few months ago. I’ve been reaching out ever since we talked, and I feel like I have been pestering you. I wanted to send one last email to let you know that I’m here to help, and if you want to do business with me, please let me know.

If there is something you feel is an obstacle to doing business with me, I’d honestly love to hear it.

Do they perceive your solution as additional work?

People generally avoid extra work. If prospects have the impression that signing up for your solution means more work for them, they will procrastinate.

Let’s look at an example. If I sell payroll services to a business owner, he’ll realize he needs to compile all of his payroll and human resources information to make the switch. He perceives my service as added work for him, even if it saves him money.

I need to figure out a way alleviate the perception of additional work. If my payroll solution can save him $1,000 a month, then it’s worth the 8 hours he’ll spend compiling the information.

I might phrase my email this way:


Many customers thought switching to my payroll service would be a lot of additional work. If you call the 3 referrals I provided, you will see that it only took them an hour or two of their time. They all saved money and are very happy with the solution. I really feel that you are going to get a similar return on your time. Can we get together next Tuesday at 2:00 to discuss it further?

What’s the best channel for follow-up?

I like using multiple channels in my sales follow-up strategies. For example, I might send an email telling a prospect I’ll be in the area to see another client at 2:00, and I’ll stop by after. I like this strategy because it requires the prospect to respond and take action.

Following up by text message is also great. I’ve said in my previous posts that 95% of all text messages are read in the first 5 minutes. With a text follow-up, you are going to be seen.

I also love following up face-to-face. I can’t tell you how many times a salesperson has walked out of a follow-up meeting with a check in his hand. It’s easy to ignore an e-mail, but much harder to ignore someone standing in front of you.

According to Yesware, “Follow-up emails are worth the effort. You have a 21% chance of getting a reply to your second email if the first goes unanswered.” Combining email with other channels like phone calls, face-to-face meetings, and text messages increases your odds of turning a procrastinator into a customer.

4 Negotiation Skills You Need to Close More Deals

negotiation skills close more deals

“When it comes to negotiating a sale, the person who addresses price first, loses.”

There‘s a ton of truth in that saying, especially for companies with tiered pricing models. If your organization has that kind of price flexibility, negotiation is an important stage in the sales process.

Before you jump into the negotiating stage, preparation is crucial. One of my favorite movie scenes is from the 1992 classic, Glengarry Glen Ross. The scene features a sales manager who walks into the middle of a conversation between a salesperson and an angry customer. After the customer leaves, the salesperson is furious with the manager for getting involved in the negotiation without knowing the back story. A good negotiator goes in prepared, knowing the full story. With that in mind, here are four tips for negotiating and closing better deals.


Know your prospect’s appetite for the product.

Be sure you understand the value of your product from your prospect’s point of view. For example, if your prospect is red-hot, wants the product and is ready to buy, it’s a high-value and premium price situation.

Understand the prospect’s return on investment.

How much will your product save the prospect? If your product can save them $1,000 a month, for example, your pricing should reflect some of that return on investment.

Know your competitors and offer intangible benefits.

Negotiating isn’t always about price. Sometimes the value-added benefits you provide can close the deal. How do your competition’s products compare on quality and what ROI do they offer the prospect? If their ROI is higher than your product, offer an intangible benefit. Better customer service or free delivery can add value to the deal.

Redirect a need.

I love selling this way. Initially, the prospect believes they want a particular product or service, but after digging deeper, you discover an ancillary need you can resolve for them.

Let’s pretend you’re selling payroll services. Switching payroll services is painful and companies won’t do it without receiving great value or a cheaper price – or both. Let’s also imagine you can provide the payroll services at a cheaper price, but from the customer’s perspective, it’s an administrative hassle to change providers.

In this case, you can include an amazing level of support in the proposal. You might put a payroll specialist onsite to help the office manager during the first week of using the service. You might also include an analysis of employee turnover, or offer employee exit surveys to help the customer understand the causes of turnover. Now you’re selling more than payroll services, and competing on more than price.

Take the extra time to learn your customers’ needs and your competitors’ products. Knowing the score is a big deal – and it can make a huge difference to the outcome of your next deal.

How I Closed One of My Biggest Deals at a Gas Station with my Miniature Greyhound

sales opportunity at gas station

Years ago, I had a prospect I just could not get in touch with. I’d tried everything, but couldn’t get a meeting with him.

One day, out of nowhere, I spotted him while walking my miniature greyhound, Sebastian. He was with his two little girls, and willing to do whatever it took to get the sale, I busted out the puppy trick. The perfect excuse to get front and center.

They were going in to a gas station, so I happened to reach the door just in time to “meet up” with them when they walked out. We struck up a conversation, the girls played with Sebastian for a few minutes, and I ended up doing business with that man for the next ten years.

So, what can you learn from this situation?

It’s not always about hunting people down in their offices or place of business. It’s about putting yourself in a situation where you can have encounters with a prospect – even outside of the office.


Think outside the box. Here are a few creative ways to make a connection:

  • Find out where your prospects hang out. Do some online reconnaissance and find out their favorite hobbies, the sports’ teams they root for, or where they work out. Then, go there. Rubbing elbows with a prospect outside of the office is a great way to move a prospect through a long sales cycle and end up with a sale.
  • Get a drone. Okay, so you don’t actually have to buy a drone, but get creative about new opportunities. I often take my drone to the park and ask people if I can take their picture (everyone loves to see their picture from the sky!) You’d be shocked at how many people respond positively to the question and how many people come up to me on their own to strike up a conversation. I can find out a little bit about the person, get his email address to send the picture, and then follow up on any sales leads.
  • Say yes to everything. When you’re just starting out, you can’t afford to say no to any opportunity to get leads and get in front of prospects. You can’t be too cool to approach people on the street or fly your drone in the park. Keep an always-on-the-job training mentality and build an instant response method for identifying and connecting with leads. It becomes impulse to act on opportunities, instead of actively looking for them.

Take my word for it: Use anything and everything at your disposal, use creativity and ingenuity, and seize opportunities that come up all around you. You’ll quickly adopt a “sales” mentality and start collecting leads that can become customers.

How to Give the Perfect Business Gift

perfect business giftThinking about customer service from just one perspective—what you do after a customer is upset, angry or has had a bad experience—limits your business’ ability to acquire and keep customers. I like to think about customer service as a proactive, business-growing step that keeps revenue coming into my business. Giving the perfect business gift accomplishes this task—and then some.

Why are gifts so important in business?

Simply put, gifts are important because who doesn’t like getting a gift? In the consumers’ eyes, they get something for free.

From a business’ perspective, you’re giving away a $10 or $20 product for free, but what you’re getting in return is invaluable. An impactful gift that secures customer loyalty translates into untold revenue over the customer’s lifetime.

Generally speaking, then, gifts were well received by consumers; however, as more and more businesses use gifts as a way to lure customers, consumers have become immune to their impact.

But that doesn’t have to be true in your business.

Let’s delve into why it’s important for businesses to learn the lifetime value of a customer first, and then assess how much to spend on a gift, er… I mean, customer service.


Make an impact

It’s almost more important to learn HOW to give a gift, than to decide upon what kind of gift to give.


Because the impact of how the gift is given leaves a huge impression on a customer. Here’s an example:

Not too long ago, I was prepping my condo for a new weekend renter attending a business conference in town. The couple arrived early, while I was still prepping the home.

While I normally like to be out of the space before clients arrive, I seized the opportunity to make a good impression. After introducing myself and showing the couple around, I gave them a bottle of wine as a thank you gift for renting the space. I said something to the effect of:

“Thanks for your business. I got you a bottle of wine to show how much I appreciate you choosing to stay here. I grow my business by maintaining relationships and being available to customers, so I wanted to let you know I’m super excited for your stay here.”

Notice how I combined the physical gift with impactful words. The couple was able to walk away with something tangible that they can hold in their hands. They’ll remember the gift and who gave it to them.

The experience was hopefully so impactful that they will tell the story to a circle of friends, some of whom may need my services in the future. The gift just made the experience more memorable.

In fact, that same couple ended up renting the space four more times that year.

A guide to gift-giving

The gift that you give customers by its self is not the most important aspect in giving the perfect business gift. You can give gifts of food, flowers or any other experience (think of a hotel where making temperature adjustments or running a bath are part of a stellar experience). Just make it impactful, and follow these tips:

  • Clearly communicate the value of what you’re giving to people. Use impactful words that let customers know that you value them.

  • Choose something special. For example, take a product off the shelf and give it away for free. This kind of gift has more impact in the eyes of customers than getting a “freebie” from the back storage room.

  • Make the experience share-worthy.

Giving the perfect business gift involves choosing an impactful gift, making the experience memorable so that first-time customers become repeat, loyal ones, and creating an experience that people will share, spreading the good word about your business. This kind of gift qualifies as proactive, memorable customer service that helps your business stand out from the crowd, and gain loyal, repeat customers who hold a much higher value over their lifetime than the actual cost of the gift you give them.



How To Define Your Sales Cycle

sales cycleYou know your company has a sales cycle. A lead comes in, sales activity happens and you work towards closure of some kind at the end. Hopefully the kind that makes you money. But, do you have clear definitions for each part of your cycle to make sure you sell more? Can you take one look at your leads, immediately identify which stage they’re at and what needs to be done to move them through your sales funnel?

A good salesperson is always adding new prospects into a properly defined sales cycle. The great salespeople are constantly moving leads through, making sure there’s no friction at any one point. Even if you don’t use a CRM, a sales manager with a regularly updated Excel spreadsheet provides mission-critical metrics because it lets you know exactly where leads are in the individual stages.

In the 1990s, in the days when ACT was the biggest CRM software for desktop computers, the company had 13 clearly defined stages of the cycle. For most businesses, this would be too many but, for some, more may be needed. It all depends on the complexity of your cycles, how many departments are involved and other factors.

By the end of this post, you’ll have at least a solid start on how to define your own cycle to improve your sales process, your lead throughput and make more money.

1. The Introduction

The introduction stage is the first step. The act of introducing yourself, your business and your product or service is obvious. Above that, there are two main goals for this stage.

a) Define a need

b) Book a meeting

These goals are intertwined. If you define a need, you’ll find it easier to book a meeting and booking meeting will make it easier to more clearly define need. Either way, do your best at the beginning stage to achieve these goals and push things to the next step.


2. Define The Need and Present

Once you’ve booked a meeting, the presentation step in the cycle comes next. This is your chance to stir up that pain experienced by a prospect by their current lack of your product or service. It’s the time for you to sow the seeds of thought, use those roleplays you’ve been practicing so religiously and lay down the foundation for future negotiation. It’s where you work your magic as the salesperson.

3. Send Proposal

After you’ve suitably impressed your client, it’s time to send out their customized proposal. Tracking how many proposals you’ve sent each month is a critical metric to be familiar with in your sales cycle. Any good salesperson is always incredibly busy and it can be easy to forget send out an e-mail. This is one you do not want to forget.

4. Handle Objections

The objection handling phase comes next. This is an important stage to be defined in the sales cycle because it allows the possibility for creative input from other members of the team. If an account is flagged up as stuck in objection handling, a sales manager will likely have some invaluable experience and potential solutions that could help things move the sale onto the next stage in the cycle.

5. The Close

Yes that’s right. The close is far from the last step in your cyclical route to sales success. Remember this one? ABC. Always Be Closing. The close is when you try to get the agreement to see if you’ve handled objections appropriately. Anything that happens after that is a different stage. For example…

6. Negotiation

Negotiation is what happens after the close. This could also be seen as further objection handling, especially if you’re being faced with a price objection. If you asked the prospect to sign on the dotted line, some interest must have been shown so it’s just down to those last few hurdles. Tracking which sales in your funnel are in the negotiation phase is essential if you want to close as much business as possible.

7. Complete Paperwork

We’ve all been in the dreadful situation where a prospect agrees to buy your product or service, but it later transpires the company won’t give the go-ahead. The paperwork stage can be nail biting, but keeping on top of communication can mean the difference between evading those painful circumstances.

8. Fulfillment

Once a sale has been agreed and the paperwork is filed, the order must be fulfilled. The sales contract could potentially become null and void if the order is not fulfilled to the agreed standards and so not tracking sales at this stage could cost you dearly. It’s not time to relax just yet.

9. Ask for Referrals

This is both the final and least-discussed step in the sales cycle. Few business set up tracking metrics or strategies to make sure referrals happen. Put these things in place and sit back and watch your business boom. Never fail to ask for a referral, especially as you’ve done so much hard work in doing a great job for your newly satisfied client.



5 Ways to Improve Your Sales Lead Quality

Lead qualityHave you ever considered that it takes the same amount of time to source and qualify a good lead as it does a bad lead? Of course we all want more leads, but having a sales funnel full of poor quality leads can not only cost you a fortune in wasted marketing spend, it chews through the precious and finite time of your sales team. Improving sales lead quality means reducing the calling people who are unlikely to buy.

Lead quality really is a make or break metric for strong sales and in this article, you’ll discover how to significantly improve your averages.

Lead Quality Analysis

It’s easy to tell how many leads you have, but what determines their quality? What defines a good lead? This can be a little tricky, so here’s a couple of starting points for you.

Go through your current sales lead list and organize them into piles of good, better and best. Now it’s reorganized, take a moment to consider the common characteristics between them. Is it purely a matter of the budget? Perhaps time is more sensitive and it’s really a matter of who’s ready to buy now?

Another good metric is found by looking at your company’s best performing month for the lead conversion ratio. Now, take a look at the worst month and start to build a picture and get a good idea of the average. The average conversion rate can provide a decent target for your lead quality during these improvement strategies.

1. Consider Raising Your Prices

Dropping the price is a method too quickly adopted by salespeople who fail to dig out the real objections. Another side effect of dropping prices is damaging the quality of leads attracted to your product or service.

By raising prices, you make the price point a hurdle that potential prospects must leap before they’re taken seriously. If you put the price up by 20%, you know the people are calling you liked your marketing and have cash in the bank.

2. Consider Putting More Hurdles in Place

In a similar principle to the above, there are other places in your funnel where more hurdles can be added to separate casual inquiries from serious buyers. We all know that a contact form requesting nothing but a name and email address will generate more leads. But how serious are they?

Consider adding more fields to request more information. For example, if you request a potential lead’s annual revenue, you know whether you’re looking at a $100,000 account or a $5,000 account. Put the low quality leads on an email drip campaign and the high-quality leads on a telephone call list.


3. Use Your Leads to Generate More Leads

We’ve written a number of blog posts on how to generate more referrals here on the CallProof blog. If a referral really is worth 100 cold calls, surely there’s no better way to generate high-quality leads? See our other posts for inspiration on referral requesting strategies that can take your business to the next level.

4. Experiment with Targeted Marketing Platforms

The wonders of modern digital marketing mean that the cost-ineffective “scattergun” approach of advertising is becoming a thing of the past. Advertising platforms such as those on LinkedIn and Facebook allow you to select between the demographics of many different descriptions.

Consider where your marketing spend is allocated right now and look into other avenues that can produce higher quality leads for less money by narrowing down the target audience to those relevant to your business.

5. Match up Lead Quality to Salesperson Experience

The steps in this article will improve your overall sales lead quality, but you will still have some better than others and devising metrics to track quality is the key to maintaining high standards. Now you’ve considered ways to do that, always match up your best quality leads with your best quality salespeople. Low quality leads may be less valuable in terms of revenue, but they’re a great place for rookie salespeople to get their feet wet with real experience.



11 Tips for More Qualified Leads from Cold Calls

Unqualified to qualifiedSometimes, cold calling really sucks. Nobody likes having the phone slammed down on them by rude, power tripping jerks or (sometimes perhaps) nice people who are just very busy.

Another truth about sales is that without investing time to constantly develop yourself and your understanding of your craft, you’ll live a life of missing targets and sporadic results.

There’s a lot of great literature on this subject, but here are 11 of the best quick tips to generating more leads from your cold calling activities.

1. Catch Your Prospect Off-Guard 

If you want the phone slammed down on you, start with “hello, how are you today?”. If you don’t, then read on. For example, if you’re calling a doctors surgery, how about starting off with “is your waiting room full right now?”. Get people thinking, break their ‘friend or foe’ state, get creative and think outside of the paradigms.


2. Get a Contact Name BEFORE The Call

If you don’t have a name yet, get one before the call. Don’t spend hours on this, but Google the company and find the ‘About us’ page for details on founders or alternatively, use LinkedIn.

3. Create Mystery

Humans are very curious creatures so creating mystery is a great way to grab someone’s attention. Consider starting a conversation with something like “Hey John, are you sitting down? I heard this crazy rumour today…”. Experiment with this technique and you’ll be amazed at the results.

4. Find Your Purple Cow

Master marketer Seth Godin’s idea of the ‘purple cow’ is that which makes you different from everyone else. It’s your personal USP. The best marketers are individuals, the best comedians on TV are individuals and you too should be an individual. Find a way to stand out and stick with it.

5. Always Mention Your Referrals by Name

Don’t let a referral go to waste by failing to mention the person who referred you. Always mention the person directly and using their full name.

6. Give Every Call a Follow-Up E-Mail

Send an e-mail out even if someone hung up the phone on you. Let them know you understand they’re busy and may not need your services right now and that you want to be their guy or gal if ever they need something.

7. Let People See Your Face

People are infinitely less likely to slam down the phone on someone whose face they’ve seen. Connect with people on LinkedIn to transform yourself from a faceless cold call into a real live human being.

8. Click on LinkedIn Profiles

People are always checking up on who’s been clicking on their profiles. Spend an hour or two one afternoon clicking on the profiles of everyone in the industry you’re calling. People will check you out, potentially your website and will be a lot warmer when you call.

9. Follow up with a Text Message

If you have people’s mobile phone numbers, follow up with a quick text message. You know for sure that’s one contact method they can’t hang up on.

10. Have Your “Secretary” Call to Book an Appointment

If you’re cold calling a big account, have someone act as your secretary and call up to book an appointment with the CEO, letting them know that you have a slot in your busy schedule for them at the given time. Invoke the law of scarcity. They’ll come to you.

11. Pair up and Be Each Other’s PA

The above method is very powerful and you can take it to the next level by pairing up with a sales buddy. Spend the day calling up each other’s leads and booking phone calls in timeslots, or “handing them over” as soon as your busy sales executive boss (I.E, your sales buddy) has finished his current call with one of his many eager clients.

Don’t be afraid to try unconventional, out of the ordinary things, be creative and even get a little silly. You’ll be amazed at how your averages improve.



To Answer or to Ignore?

We’ve all been there.  You’re eating dinner.  It is 7:30p.m. and your phone rings displaying a phone number that is not in your contacts.  What do you do?  Most people ignore it without the slightest second thought.  But what if you’re in sales?  What if that call is a prospect you gave up on months ago that remembered your enthusiasm and wanted to give you another chance at their business?  What if they’ve already called two people ahead of you, haven’t gotten and answer, and are already stuck on giving you one chance to pick up their call or they’re moving on to the next number on their list of providers?


The answer to all of these questions is so simple.  Answer the phone!  Answer the DAMN PHONE!

This is a small example of a very large character flaw that exists in the minds of many salespeople today.  They’re on salary, they make great commission, they typically work Monday-Friday 9-5 and that is all they are willing to sacrifice.  They all look at the older guy in the office with disdain because he always seems to be working, but never seems to be tired, frustrated, or negative.  They know there is a reason for his constant optimism but they are too busy trying to cram everything into an 8-hour day to actually ponder what it is that puts him at a level above them.


The most important thing separating this man from his coworkers can be drilled down to one simple piece of thought:  When the customer is ready to buy, he is ready to sell.

I can hear the objections already.  “I need my personal time!”  “I have a family.”  “I work too much.”answer

If you are in sales and you catch yourself saying any of the above statements it may be time to look for another way to make a living.  Great sales people never work hard.  Great sales people have more personal time than they could ever want and they spend that time with the family that they provide for in abundance.  It doesn’t happen right away for them, but it happens and it sticks.

The reason they have it so easy is because they answer the phone.  They always answer the phone.  They give their prospects a reason to call them.  They carry themselves with a level of confidence that cannot be faked.  And when the time is right to sign on the line that is dotted, they answer the DAMN PHONE!




How Do You Handle Absurd Sales Objections?

Sales Objections

If you have been in sales for any period of time you have likely heard sales objections that defy any common sense.  Of course many of these creative sales objections are because your prospects are confused, have other priorities, are not the decision makers etc.  For many people, giving a sales objection lie is just a way to handle the social awkwardness that comes with saying “no”.

How would you handle this situation…?

Imagine you are in sales for a Document Storage company…  And you happen upon this car…

 sales objections


After seeing that these are legal documents for a local attorney (TOP PROSPECT FOR DOCUMENT STORAGE COMPANIES) you do a little research to get contact information for this newly discovered prospect.


Your call goes like this.

Prospect:  Hello, this is Hoarder Attorney at Law?

You:  Hi, this is Frank Smith with Document Storage Unlimited

Prospect:  Yes (in that cold I want to hang up the phone voice)

You:  I was calling to see if I could reserve some time in your schedule next week to show you how we help attorneys manage their documents.

Prospect: You guys call us all the time “WE AREN’T INTERESTED!”

You:  Do you currently have a company to manage your documents?

Prospect:  No, we don’t need anyone to manage our documents.

You know that this attorney is literally putting lives in jeopardy driving around a car that you can hardly see out of because his documents have filled his car top to bottom.  Moreover, all his legal documents are unsecured and can be easily read by anyone walking by!

What would you say to get the appointment?  Please post a comment with how you would respond.  And we will do an actual cold call using this statement handling this objection and post for everyone to listen too.

(FACT: This is a actual car of a local Attorney in Nashville,TN seen in my neighborhood…)

sales objections