콜드 콜 이의 제기: 처리 및 오프너

### 매트와 아만다와 함께하는 콜드 콜 이의 제기 및 오프너 역할극
* 📞 매트와 아만다는 일반적인 콜드 콜 이의 제기와 이에 대한 효과적인 대응을 역할극으로 연기합니다.
* 🤵👰 맷과 아만다는 영상을 위해 정장과 드레스를 차려입고 **"오늘은 정말 정장과 드레스를 입고 화장을 하고 머리도 하고 고데기도 해보자고 생각했어요."**라고 말하며 영상을 촬영합니다.
* "방금 업체를 바꿨습니다."라는 이의제기 답변: 유머를 사용하며 **갱신 시점에 다시 연결하는 것이 좋은지** 물어보세요.
* 🆕 "영업 전화인가요?" 이의제기 응답: **다음 30초 동안 전화한 이유를 설명할 수 있도록 허락**을 요청합니다.
* 📅 "다음 분기에 다시 전화주세요" 이의제기 응답: **지금과 그 사이에 어떤 변화가 있는지 문의**하고 잠재적 적합성을 탐색할 시간을 갖자고 제안합니다.
* 🚫 "저를 목록에서 삭제해 주세요" 이의제기 응답: **관심 없는 잠재고객에게 시간을 낭비하지 않도록 하세요.** 이는 집의 호객 행위 금지 표시와 비슷합니다.
* 📞 "그냥 이메일을 보내주실 수 있나요?" 이의 제기 응답: **잠재 고객이 이메일에서 어떤 구체적인 내용을 보고 싶어하는지 물어보세요.**
* ❌ "전화해 주셔서 감사하지만 이미 다른 사람을 사용하고 있습니다."라는 이의제기 답변: **현재 공급업체 이외의 기회를 탐색**하고 백업 연락처가 되겠다고 제안하세요.
* 🎯 Matt가 가장 좋아하는 콜드 콜 오프너입니다: **"안녕하세요, 아만다. 아만다, 아마 저를 미워하실 거예요. 사실 이건 콜드 콜입니다. 그냥 끊으실래요? 아니면 제가 왜 전화했는지 30초만 말씀드려도 될까요?"**

주요 주제는 "콜드 콜 이의 제기 및 오프너"입니다.

"Amanda는 일반적인 콜드 콜 이의 제기에 대해 논의하고 다양한 시나리오에 맞는 효과적인 콜드 콜 오프너를 제공합니다."

In this hat are some of the most common cold call objections that Amanda could find on the internet, and three I think prompts for different cold call openers. So we're going to roleplay these, and you might be thinking, Well, why are you guys all dressed up fabulous? I don't know. I mean, the last couple videos we did together, we were just wearing shorts and a t-shirt. You looked good, I looked awful. So we thought, you know what, we're going to get really dressed up today in suits and a dress, and put makeup on, and do the hair, the curling iron. No, we have a wedding later in a little bit, but I thought, you know what, we're all dressed up, we look good, why not shoot a video and let Amanda know how good she looks in the comment section below. Please, thank you. All right, all right. First one, We just switched vendors. Darn it, it sounds like I just missed you. Is that it? Well, I thought you were going to respond, but okay. Oh, that's okay. Am I supposed to be

responding to this yeah you're you're you're a a c potential customer a prospect but that's okay so typically when I get that objection I'm going to add some humor darn it I it sounds like I just missed you folks and they might come back and Amanda might say yeah you just missed us and then my next question is going to be Amanda you're probably going to think this is a ridiculous question but would it be a terrible idea to reconnect around your renewal time to explore what your options are and we could also see if there are opportunities beyond what you have in place today to accomplish XYZ that might not be on your radar that's probably the question I'm going to ask and then I might say Hey listen also I mea I create a lot of content around the industry the problems that we solve would it be okay from time to time if I sent you some relevant content to keep on your radar so those are the couple questions I would ask when I get hit with hey Matt

listen thanks for the call, but we just switched vendors. Cool, awesome. Next one, next one. Is this a sales call? It is. How am I doing so far? I guess you're doing okay. Well, okay is better than bad. Would it be okay if I stole the next 30 seconds to tell you why I called, and you could let me know if you want to keep chatting? Sure, perfect. Easy one, the opener you would use if you were new to cold calling. If I was new to cold calling, okay, why don't you pick up the phone. Hello, Amanda. Yeah, hey, Amanda. This is Matt with IBM. Listen, Amanda, I know you weren't expecting my call today. Would it be okay if I stole 30 seconds to tell you why I called, and you could let me know if you want to keep chatting? Sure. So, that's the opener I would use. I would say it's the least risky of the cold call openers, and you're identifying yourself, you're identifying your company, which is the two big questions the prospect has in

their mind when you cold call, and you're using a permission-based opener, which is always the way to go, go in my opinion when you're cold call prospects. All right, next one is, Sorry, but I'm walking into a meeting. Got it. Would it be okay, Amanda, if I stole just 15 seconds to tell you why I called, and you can let me know if it's even worth me calling you back? I don't know, I'm pretty busy right now. Okay, I'll call you back in 15 minutes. Okay, that one can be difficult. So when I do get hit with that one in the past, guys, I would just invite myself out of the call. Got it. I didn't expect you to have time for me today. When would be a better time to call you back? It's a really difficult objection to respond to when you do get hit with it. I would try to get 15-30 seconds to simply tell the person, Amanda, why you're calling, because if they like what they hear, that call can turn into 5-10 minutes, and you

can book the meeting because Amanda were you really heading into a meeting. No you're you're not heading into a meeting you're just bsing me. Next one next one please take me off of the Callin sounds good that's an objection. Guys I'm just not going to even bother with handling me and Amanda we were walking around the block today with my dog jersey she's sitting over there and one of the houses in my neighborhood had a no soliciting sign like if I was door knocking I would not be hitting that house because it's not worth my energy. It's probably going to be a interaction and anybody who just right off the bat says take me off the list I'm just not going to bother wasting my time trying to handle it. I'm just going to move on to the next call cool next one next one can you call me back next quarter absolutely I'm going to put it in my calendar to call you back in a couple months out of curiosity if it's not too much to ask what's going

to be different between now and 3 months from now. Uh, the budget is opening up. The budget is opening up. So it sounds like if there were budget today, this might be a priority on the list, possibly. Okay, would it be a terrible idea if we found maybe 30 minutes this week or next week to explore how we could potentially be a fit for you folks? That way, when budget does open up, you have someone in your back pocket you could call. Sure, cool. So that objection, say that objection one more time. Call me back next quarter. Okay, another way to potentially handle that is, Hey, listen, Amanda, I've been doing this a long time and typically when someone like you tells me to call them back next quarter, they actually don't want me to call them next quarter, they want me to lose their number because they're not interested now and they're not going to be interested in next quarter. You're not going to hurt my feelings if that's the case. Is that the case here? So with that

one I'm really going for no which is good. A yes is good. A know is good. And I don't know and doesn't work. Cool, next one is thanks for the call, but we already used someone for that. Awesome, it sounds like they're doing a great job. Yes, they are. It be a terrible idea to explore opportunities beyond what you have in place today to accomplish XYZ that might not be on your radar. That way in the future, if you are in the market for a new vendor, you have someone in your back pocket you could call. Sure, I'm open to that. Well, you're one of the easiest, I think, I've ever cold called. How many meetings have I booked here? Three, four. My meeting conversion rates High, guys. It's definitely not this high in the real world. Next one is can you just send me an email? Absolutely, happy to send you an email. And Amanda, typically when someone like you tells me to send them an email, what they really mean is hey, Matt, if you send me this email, I'm going to quickly hit delete so.

it finds its way into the junk folder. I'm not going to open it whatsoever because you're not really interested, but you don't want to hurt my feelings. Is that the case here, you know? Yeah, yeah, didn't want to hurt your feelings. I felt bad. Ouch, you felt bad for me being a salesperson calling you. Oh, that's a shame. But yeah, they send me an email. Another way you could go about that is if Amanda says, Hey, listen, Matt, send me an email. Happy to send you an email. What do you want to see in that email? And if Amanda comes back with specifics, that's good. That means she has some sort of interest. If she just says, Hey, Matt, listen, just send me some general info, then I know she's not interested whatsoever. And I'm going to go for the no, cool, I'm not interested. It sounds like I completely butchered this call here. Yeah, you kind of did. So is this like the worst call you've got from a salesperson recently, or what? It was awful, awful, awful, awful, awful. Do you

have any advice on how to make a better cold call to you ditch sales. Okay, so I'm not interested right at the start when you open the cold call and you use your permission-based opener and Amanda says, Hey, listen, I'm not interested. Then I'm going to say exactly what I said. It sounds like I completely butcher the St. This call where it sounds like you get a lot of sales calls like this. The reason for the call. Amanda says, Hey, listen, Mt. I'm not interested. I might say something like, Awesome, thank you for letting me know. I appreciate it. Before I hang up, if hang up. If it's not too much to ask, is the reason you're not interested because you don't have the budget for something like this, you already have something in place, or do you just hate getting cold calls as much as I hate making them. So it really depends on where you get. I'm not interested on a cold call. Next one, give us an ambitious opener, an ambitious cold call opener.

okay, pick up the phone. Hello, Amanda. Yep, hey Amanda, it's Matt with IBM. This is actually a cold call. Want to roll the dice? Sure. So that one is different, unique. It is ambitious. So if you are just starting out making cold calls, I would not start with that one. But as you get more comfortable, if you want to use something like that, it's a huge, huge pattern interrupt. It's going to throw the prospect off, which is what you're trying to do at the start of a cold call, not sound like every other salesperson who is the call with, Hey, I made it's Matt with IBM, how are you today? which is all awful. So I would use that one if you're looking for an ambitious opener, not at the start, but maybe 6 months from now if you have, you know, a couple thousand cold calls under your belt. Last one, and what is your favorite cold call opener? My favorite cold call opener, it has an 80% conversion rate to a conversation on a cold call, not a meeting conversion, but where they give

me permission to proceed with the reason for the call on my pitch so pick up the phone. Hello, Amanda. Yeah, hey, Amanda. Listen, Amanda, you're probably going to hate me for this. This is actually a cold call. Do you want to hang up or going I steal 30 seconds to tell you why I call? I think I only have 15 seconds. 15 seconds, start your clock. Good, and then I will get into the reason for the call, but that would be that is my go-to cold call opener. We can get straight now. That was actually more difficult. Come on, jur, come on J, come on, come on, go up, up there we go. How do we do? She's not impressed whatsoever, but the better I get it sales, the more money I make, and that means more treats for Jersey guys. We'll do more videos like this around cold call objections, sales closing, pricing objections. Let us know any objections you're getting out on your cold calls or your sales conversations in the comment section below, and we will make more videos like

this in Jersey maybe you'll be in the next one. All right, whatever. Any any last minute like comment and subscribe. Would you be opposed? Would you be opposed to liking, commenting, and subscribing? There we go. Thanks for watching, guys. Appreciate you. [Music]

Cold Call Objection Handling (LIVE role plays)

I'm not a sales trainer. I'm not a sales coach. I'm a salesperson just like you SELLING Monday through Friday. 

6 years ago, I was the worst performing sales rep at a Fortune 50 company, missing my quota EVERY month for a year. 

I started to think “maybe sales isn’t for me.” Thank God I decided to give sales another shot and with that shot, I’m went (& still going) ALL IN on figuring out how to sell. 

I’m now a top performing Account Executive at one of the largest tech companies in the world. 

These videos are for anyone that carries a quota…SDRs, AEs, those in sales leadership. 

Follow along and get real, no fluff, actionable advice from someone who sells every single day. 

DISCLAIMER:
*The views on this channel are my own and don't necessarily represent IBM's positions, strategies or opinions.*


Matt Macnamara

콜드 콜 시나리오 및 오프닝 롤플레잉

아만다와 맷은 역할극을 위해 옷을 입고 콜드 콜 이의제기 및 오프너에 대한 프롬프트에 대해 논의합니다.

Matt는 유머를 사용하여 "방금 업체를 바꿨습니다.

"라는 이의 제기를 처리하고 나중에 다시 연결할 수 있는지 묻습니다.

또한 관련 콘텐츠를 공유할 수 있도록 허락을 요청합니다.

Matt는 "영업 전화인가요?"라는 질문에 자신감 있게 대답하며 잠시 시간을 내어 전화한 이유를 설명합니다.

새로운 콜드 콜의 경우 정중한 소개와 함께 통화 목적을 설명할 수 있는 짧은 시간을 요청하는 오프닝을 제안합니다.

콜드 콜 이의 제기를 효과적으로 처리하는 전략

잠재 고객에게 콜드 콜을 할 때는 권한 기반 오프너를 사용하는 것이 좋습니다.

잠재 고객의 시간을 존중하고 바쁘면 다시 전화할 수 있도록 일정을 잡는 것이 중요합니다.

잠재 고객이 나중에 다시 전화해 달라고 요청하는 경우에는 지연되는 이유를 파악하고 계속 연락하겠다고 제안하는 것이 중요합니다.

영업 전화 및 이메일 요청 처리

현재 공급업체를 넘어 새로운 기회를 탐색하는 데 열린 자세를 갖는 것이 중요합니다.

잠재 고객이 이메일을 요청할 때는 그들이 무엇에 관심이 있는지 명확히 파악하는 것이 중요합니다.

잠재 고객의 관심 수준을 측정하기 위해 요청의 구체성에 주의를 기울이세요.

권한 기반 오프너를 사용하면 잠재 고객이 콜드 콜에 관심이 없을 때 도움이 될 수 있습니다.

"안녕하세요 아만다, IBM의 매트입니다.

"와 같은 야심찬 오프너를 사용해 보세요.

주사위를 굴려 보시겠습니까?"와 같이 경험이 쌓이면 효과적일 수 있습니다.

80%의 대화 전환율을 보이는 콜드 콜 오프너는 잠재 고객에게 잠시 이야기할 시간이 있는지 묻는 것입니다.

콜드 콜은 어려울 수 있지만 영업 기술을 향상시키면 수익 증대로 이어질 수 있습니다.

콜드 콜 및 영업 대화에서 성공하려면 반대를 극복하는 것이 중요합니다.

댓글 섹션에 참여하고 좋아요, 댓글, 구독자를 요청하면 가시성과 참여도를 높이는 데 도움이 될 수 있습니다.