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It's a common scenario for many salespeople - a call doesn't go as planned, the client objects to their pitch, and they end up hanging up the phone feeling frustrated and flustered.
This is often because they weren't prepared to overcome objections, which is the key to success in phone sales. Unfortunately, this lack of preparation can lead to missed opportunities and lost business.
The first step to overcoming objections is to train yourself emotionally to be rejected. In phone sales, you need to anticipate that objections are going to happen, and you need to be prepared for them.
Almost every call you make won't go as planned, so it's essential to start planning for the unexpected. This means changing the pattern of your interactions with clients. Instead of getting hurt and hanging up when they object, you need to anticipate their objections and plan to go beyond.
The new pattern should look like this: you ask for their business or ask a question, they respond with an objection or a "no," and instead of getting hurt, you already knew they would object or say no.
You then ask them another question, unphased, and keep going. This is the way to overcome objections - be ready for them and have a list of open-ended questions at the ready.
Another way to overcome objections is to stay in control of the conversation. The person who is asking the questions is the person in control, so it's essential to be the one who is asking the questions.
This means being prepared for every possible scenario so you're always ready with a response. If they object, you ask another question. If they object again, you ask yet another question. By keeping the conversation going, you'll eventually get past the initial objections and start getting somewhere with the conversation.
Once you've gotten past the initial objections, you can move on to the real stuff. You can find out their hopes, goals, and dreams and talk about the future. By understanding their timeline, it's just a matter of time before you help them to closing.
In conclusion, the key to overcoming objections in phone sales is to be prepared and to anticipate them. By changing the pattern of your interactions with clients and staying in control of the conversation, you'll be able to overcome objections and close more deals.
If you need more coaching or advice on how to convert internet leads, Real Geeks has outlined a plan and strategy for online lead conversion. Check out their RG Playbook for more information.
Coach Paul