Overcoming Objections Over The Telephone
In sales, one of the things you will be doing a lot of, is making phone calls. You can’t escape it. It just comes with the territory.
Making phone calls is really not all that bad. The thought of having to do it, is actually much worse than having to physically sit down and do it, and once you get on a roll, it’s never as bad as it seemed.
The part of making cold calling sales calls that you will find to be most painful are the objections you will be faced with, such as, and most annoying, is the hang up, which doesn’t happen as often as people think. In this particular case, I have no answer on how to meet this challenge, my suggestion would be, not to stress over it, just move onto the next phone call.
Another objection you will be faced with is:
I’m not sure. I have to think about it.
My suggested response to this objection would be:
I understand that you need to think about it, but perhaps there is something I did not explain clearly enough, is there anything you would like to go over one more time?
Or . . .
I know when it comes to making a commitment over the phone that it is easy to become lost in the confusion of everything that has to be done and understood, is there anything I can go over with you one more time.
If that doesn’t get them talking again, then let them go by politely asking for their permission to follow up with them in a few days, and, if you could possibly send them out some literature, along with your business card.
Another common objection is:
I have to
ask my spouse.
A good response to this objection would be:
Is your spouse available at this time? I would be happy to speak with him/her.
Again, if this does not work, then let them go, and politely ask to send out literature, and follow up with a phone call.
And one other objection you may run into . . .
I have already taken care of that, or I am working with someone else.
If you are hit with this objection, it is most likely your prospects way of telling you they are not interested.
On the other hand, if they tell you they are working with someone else, it never hurts to take a chance, and ask your customer if they would like to see if you could get them a better price, or even a better product. It can’t hurt, and if they are interested than go for it! If not, than let it go right there, and move onto your next prospect.
And remember, challenges are nothing but obstacles on your path to greatness!
About the Author: Jay Conners has more than fifteen years of sales and marketing experience in the banking and mortgage industry, and is the owner of http://www.jconners.com a mortgage resource center for mortgage brokers, loan officers, and lenders. He is also the owner of http://www.callprospect.com a mortgage lead co.
Source: www.isnare.com
|