How do you address objections from potential clients who are unresponsive during cold calls?

Objections are a way to offer your product from their pain points and outstand your value. Active listening is key to actually understand what they need and reframe from there. When they're silent it's a good moment to ask an open-ended question that allow them to say their concerns or their real objection, retake from there and lead them to the SQL.

You can call out the silence! Never assume and you can't read their mind over the phone- no body language to see: "I can hear what I've said has made you pause, mind if I ask what's on your mind?" <-- something along those lines, their answer would inform you how to proceed, this is why active listening is so important.

Quando existe objeção, significa que o cliente quer um diferencial. Mostre o seu e seja consultivo. Geralmente a objeção clássica é "está muito caro com você!" , rapidamente diga "caro quanto?" e veja a mágica sendo feita. Seu cliente ira expor algumas necessidades, fique atendo com sua escuta ativa e use seu talento para ganhar a confiança e mostre seu diferencial!

I once had a client who was hesitant due to trust issues and budget constraints. Our conversation was filled with awkward silences and pauses, indicating he wasn’t fully engaged. I noticed he was fluent in Arabic, so I switched to conversing in that language. His demeanor changed immediately—he became more relaxed and excited, sharing personal stories. I then related his situation to my own family’s experience in a similar market niche, which helped build further rapport. To address his budget concerns, I offered a one-time deal with a partial payment option. It demonstrated that empathy and adapting to the client’s needs can turn a challenging conversation into a successful partnership.

During a pitch to a prospect who wanted to get more clients, he asked about the cost. Instead of worrying about a potential turn down after revealing the price, I asked, "How much would one onboarded customer pay you?" Using his answer, I created a quick calculation on the call and said, "This is your cost, and this is the what you'll gain in return." Reframing objections or questions is key to helping clients see why they need our product.

Merely listing product features without linking them to a client's needs can sound like a generic sales pitch. Instead, understand their market niche—whether it's home services, legal, health, real estate, retail, education, or technology—and tailor your approach to their specific goals. For instance, in real estate, show how your service enhances property listings and attracts buyers. In education, demonstrate how it improves online learning and student engagement. For retail, emphasize how it boosts sales through targeted marketing and customer strategies.

In my experience, working hard and making the most calls does not always yield the best results. It is a factor, yes, but it doesn't guarantee success. I've seen teammates struggle to get sales despite the sheer volume of calls and emails they've made. On the other hand, I've managed to secure the most potential follow-ups and sales with fewer calls and emails. The key is not to work tirelessly but to be subtly persistent in your approach. Quality and strategy in outreach can often outperform sheer quantity.

One of the best pieces of advice I got from a senior sales rep was to "talk slow." It sounds counterintuitive because everyone thinks sales is all about being fast and confident. **BUZZER SOUND** Wrong! I was told to sprinkle in filler words like "Umm" and "Ah," which initially felt like I’d be starring in a “Rookie Sales Rep 101” video. But it turned out to be gold. During one cold call with someone who turned out to be a sales trainer, he didn’t end up buying our services. Instead, he wrapped up the call with, "Honestly, that was one of the best sales pitches I’ve heard. Keep it up, bud!" Sometimes, taking it slow and using natural pauses can actually make a big difference!