Every person we call and every conversation we have is unique and unpredictable which is one of the many reasons outbound sales can be challenging. There are things which can be done to better prepare for calls we make, but in the end we never know how the call is going to go. With that said, one way to keep growing and improving results is by embracing a concept of reflection after each call made.
At the end of a cold call, it can be highly productive to stop a minute to reflect on how the call went in order to identify what could have been done better. While we can come across various scenarios, they typically recur again and again. With that being said, if we are able to consciously reflect on what occurred on the previous call as well as identify what we could have done better, then we improve our ability to handle similar scenarios which occur on calls in the future.
Likely, we’ll face objections on each cold call. It’s helpful to reflect on the objections which a prospect used to improve as well as be better moving forward regardless if the objection brought the call to an end or not.
1. Reflect on the Objection
Reflecting back during outbound sales in order to identify the objections the prospect had can be greatly helpful. If there is one objection which brought the call to end, that is a great place to use time and energy. Once the objections are identified, reconcile those with your list of expected objections. If you had any objections that weren’t on your list and you feel it’s possible they may come up again, this would be an opportune time to add them so you can begin to be more prepared for future calls.
2. Reflect on the Response
Next, we should reflect on how we responded to the objections. Could we have given better responses to keep the call going? If the objections were on your list of expected objections, it’s good to review and see whether or not we delivered a response that was part of our plan as well as if we followed that plan. Also, we can reflect on how the prospect responded to our response of their objection to measure how good our response worked to keep the call going during outbound sales.
3. Strategize Moving Forward
We can strategize how best to handle objections for future calls once we evaluate both the objections we faced as well as the responses given. This step might involve adjusting and/or tweaking our plan if we already had responses scripted. In addition, this step might involve building responses for the new objections going forward in the event there are new objections we encounter.
We’ll highly increase our ability to be prepared for all the various directions calls go moving forward by pausing to look back after each call during outbound sales.