Your credibility is challenged during a cold call. How will you win back their trust?

In such scenarios, I'd ask questions to understand the specific reason for the doubt. For example, "Could you please share what specifically concerns you about our product/service?". Based on the reason, you can also propose a trial period, pilot project, or a money-back guarantee to reduce their perceived risk. Pro Tip: Admit if there's something you don't know and commit to finding the answer.

When faced with skepticism, your first move is to listen actively and acknowledge the concerns of your potential client. Acknowledge Their Concern Don't get defensive or dismissive. Start by saying something like "I understand your skepticism" or "You're right to be cautious about unsolicited calls."

In order to be a helpful resource to the customer and provide value, you should aim to be a "trusted advisor" instead of another salesperson cold calling them. Here are some strategies I utilize. 1: Share insights and expertise: Offer relevant insights and industry knowledge to demonstrate your expertise and shows that you understand the customer needs. 2: Provide social proof: Share success stories, case studies, or testimonials from similar customers who have benefited from your product or service. This will enhance your credibility and the value of your solution. 3: Follow-up commitment: Reiterate to the customer that you'll follow up with additional information or resources that could be of further assistance to them.

After acknowledging their concerns, shift the conversation to how you can provide value. Demonstrate Value If they grant permission, ask insightful questions that show you've done your homework on their business, this builds credibility. You could cite a relevant fact or statistic that piques their interest, establishing your expertise. But keep it brief and pivot quickly to asking about their challenges.

Ask what their concerns are regarding a discussion to uncover information about their business via discovery call. Once you gain their trust you can talk about the value proposition that your solution brings to their organization. I like to reference our companies quadrant rankings on G2 when presenting.

Building rapport is the cornerstone of overcoming initial skepticism on a cold call. This starts with acknowledging the interruption and respecting the prospect's time. Focus on them by asking open-ended questions about their challenges and goals. Listen actively, reflecting back key points to show genuine understanding. Finding common ground, perhaps through shared industry experiences or professional connections, can further establish a connection. By prioritizing conversation and demonstrating a client-centric approach, you can build trust and open the door to a more receptive dialogue.

Regardless of how the call unfolds, keep your tone respectful, your answers considerate, and your listening active. Even if someone attacks your credibility unfairly, resist the urge to lose your cool. Typically, there's a reason behind someone challenging credibility. Lean into it and use it as an opportunity for discovery. Did they have a bad experience with a cold call in the past? Find out. Ask, listen, and respond accordingly.