Every unsuccessful prospecting call earns compound interest.
In my first semester here at Grove City College I was blessed with an marketing research project for a large corporation. Truck Lite, a truck tail like manufacturer, wanted us to create and execute a marketing research survey to their suppliers. To do this, after we designed the survey, we had to call all the individuals on a list of almost 200 names and conduct the survey. While this wasn’t a sales experience it was my first experience cold calling and with mass rejection. I must have called 60 individuals and at first got 10 interviews after exhausting the list. After that we had to call everyone back who didn’t specifically tell us not to. Not only did I get better at dealing with rejection but I get better at retaining the person on the other end. Saying your a student would help a bit and including the time it will take them to answer the specific number of question put them at ease. Toward the end, when I realized we over estimated the time the survey would take, telling them it would take less than 10 minutes made more people willing.
Sandler Rule #8, going for appointment was also very applicable here. Many of the individuals we talked to had busy schedules asking them to set time aside at a later date made them more receptive and often gave us more honest and complete answers.
BoweryJE22