anyone have any experience in creating a tree for cold calling and handling possible objections. A flow chart of sorts. really interested in seeing different methods and ways to handle objections
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all you need to do to get better at cold calling is read Marty Shafiroff's books.
if someone has an objection, ask more questions, too many people try to deflect with a counterpoint. this isn't fencing, it's selling. if someone says "I don't think that'd be appropriate for my portfolio" instead of saying "well I'm confident there's nothing like this in your portfolio" say "tell me more about that" or something to that effect.
the other big thing with cold calling is being fine moving on. when I was doing nothing but cold calling, only about 5% of people answered the phone and it took me 70 calls before I got a lead who was willing to continue the conversation (70 dials, not 70 answers). there is not enough time in the day to try to convince everyone who answers the phone to do business with you. and always remember, every no is one phone call closer to your next yes.
thebrofessor comment is gold. follow everything he's said there
But to answer your question - I have made many cold calling trees, albeit not for IS, but sales is sales
My favorite way to do this is to get in a conference room with a bunch of your peers or other sales people with a whiteboard, and just have a brainstorming session. You can start with your pitches if you want, to get warmed up and hear some different takes / perspective that others may be using
For the objections, just have people rattle them off, and write them down one by one.
Then as a group, go through each, and write down each person's "response" to the objection. Then do a vote, and rearrange them by the groups favorite to least favorite.
This is how we would come up with the cold call trees for our various lead groups and once we came up with a product we liked, would test it across a few power hours with the team that made it. Note - It helps to have someone listen to calls during this stage, if you have the manpower. So if there was 6 of us, 3 would be calling, the other 3 would be listening to their partner call.
We'd go back in the conference room and made adjustments based on what we learned / what feedback we received, and then have someone format it nicely (MS Visio is great for this). It would then be sent out to our sales teams as a utility but was primarily used to teach incoming sales reps.
This process is probably a bit over complicated for IS, but was our outline for building the various call scripts we had and worked extremely well for us
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