When you call your prospects and dream clients, they always start with the answer “no.” With good reason.
Most of the calls they receive create no real value for them and the salespeople making the call lack the ability to differentiate themselves in a crowded market. If the contact has been in their role for any period of time, they have granted appointments to salespeople who, despite talking a good game, completely wasted their time once when face-to-face with the contact.
They always start with the answer “no,” and it is a very easy answer to get. To succeed in sales you have to go for “yes.”