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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! Jay Conners has more than fifteen years of sales and marketing experience in the banking and mortgage industry, and is the owner of J. Conners, Mortgage leads reviews - a mortgage resource center for mortgage brokers, loan officers, and lenders. He is also the owner of Www.callprospect.com a mortgage lead company, specializing in fresh leads. Jay Conners can be contacted via e-mail at conn1229@yahoo.com
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Careers and Employment Feel the Fear It sometimes surprises people when I tell them I get slightly nervous before a speaking or training event. They seem to think that because I've been doing it for years, nervousness would no longer be an issue. Control Your Sales Calls From The Start Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professionals. In order to stay in control of your sales calls, whether by phone or in person, you need to be the one asking questions most of the time. The Cold Calling Conspiracy A consipiracy exists in the world of selling. A cold calling conspiracy. Sales Call Success - Turbo Charge Your Sales Calls Do you want to be a sales champion? There are a few small secrets that will help you achieve these goals. 7 Cold Calling Secrets Even The Sales Gurus Dont Know More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying: Cold Calling Does Not Generate Sales Leads It is a fact of life for most new sales people; they get the dream sales job with unlimited earning potential and expect to earn so much money that they can now enjoy the fruits of their coming wealth. Everything seems perfect until they realize that before closing a sale and earning the big commission, they must first prospect for new customers (read, cold calls). Cold calling is hard to do. People hate to make cold calls and people hate being on the receiving end of them as well. What Level Of Telephone Sales And Customer Service Do You Provide? Using the telephone as an effective sales and customer service tool begins before you ever pick up the receiver to answer the telephone or make an appointment or sales call. When you reach for a ringing telephone, you need to put a smile on our faces and then greet people with the same enthusiasm you'd show them in-person. People can hear a smile, can't they? You also need to have music in your voices and an attitude that conveys to a caller that he or she is your top priority. The impression you create on the telephone can help you stand out from other organization If you don't stand out, you lose your competitive edge. The Dos and Donts of Cold Calling Having your fingernails removed! Choosing a Phone Dialer that Works If you own or operate an outbound call center, you've probably heard quite a bit about various phone dialer systems. In fact, it's likely you are using one of the many systems currently on the market. While your current phone dialer may be adequate for your business needs today, you'll probably grow out of it shortly. Even if you are not anticipating high levels of growth in the near future, just staying competitive in the call center business means having the latest technology. Generating Leads Through Telemarketing Telemarketing is one of the most common ways that a business can generate leads. It is a versatile approach. Lead generation telemarketing can be inbound or outbound, meaning that systems use prerecorded messages and can dial either random numbers or numbers from an imported list. How To Know Youre On A Winner The catchword today for business is flexibility. 10 Tips for Telephone Success The telephone is an often under-appreciated and much maligned piece of office equipment. Have you stopped to consider how much business you conduct over the telephone? These 10 tips will help you improve your telephone presence and presentations. 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. Telephone Sales Basics for Start-ups Everyone picks up the telephone to do business. Yet the word "telemarketing" has many negative connotations for people. However, telemarketing is merely a term for conducting business over the telephone. Whenever you pick up the phone at work to make or receive a call you are "a telemarketer". Over the years telemarketing has evolved into the following applications: No More Cold-Calling? Well, Almost... We do not advocate cold calling in High Probability Selling. However, cold calling is necessary at times. Get Instant Rapport On Sales Cold Calls Immediately establish rapport on cold-calls by matching your prospect's voice qualities - tone, pace, and emotion. Matching the emotion, or mood, of your prospect is key. If you begin your call sounding excited when she is not, you will be immediately branded as a salesperson, and the prospect's guard will be way up. How To Get Your Phone Call Returned When selling your product face to face with a customer, they have no choice but to hear you out completely. Ask yourself this question, If they were listening to you describe your product on their personal voice mail, would they hear you out, or would they delete you? Telemarketing Tips for Direct Sales Success Unfortunately, the DNC legislation has many small businesses that use telemarketers a bit concerned about their choice of direct sales tactic. However, there are still many ways to have your message get into the right people's hands without annoying them. And the fact of the matter is, telemarketing, as a direct sales tactic, works. Here are some tips and ideas to get your sales flowing and customers thrilled that you called them: Phone Tips To Get Things Done: Professional Phone Skills It happens all the time, you hear someone over the telephone and you make a generalization about the person you are speaking with. It may not be fair and it is akin to judging a book by its cover, but it's true nevertheless. 3 Simple Rules For Your Next Sales Call The other day I received a call from a telemarketer selling a website "starter kit" for small businesses. If you are reading this right now, then you undoubtedly know that I have a website. Normally, I would quickly get the telemarketer off the line so I could get back to showing people how to make more money. But this call got my attention because I thought that this might be a potential service that I could recommend to my clients. So I decided to listen to this sales pitch to evaluate the offering and the approach that the telemarketer used.
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