Download BEP 48 ADV – Cold Calling: Dealing with Objections
This is the last in our three-part Business English Podcast series on cold calling. In this lesson, we’ll learn how to deal with several typical kinds of objections that a potential customer might raise.
Listening Quiz: (Click a question to see the answer)
1) When Steve asks for an appointment, what is Linda’s first response?
“Maybe just send me a brochure.” Instead of meeting with Steve, she just wants to see some promotional material.
2) What is Linda’s second objection?
She says she is very busy; she doesn’t have time. This is a very common objection, so you should be ready for this one.
3) How does Steve deal with Linda’s objections?
Obviously each objection requires a slightly different approach, but you notice that Steve deals with each objection briefly and respectfully. He acknowledges Linda’s concern, then turns around and asks for an appointment again. To use a tennis analogy that is common in business, this is “leaving the ball in Linda’s court.”
