When objections are raised, it means that sales leads are being careful. The worst that they can do is to make the wrong decisions. When rejections aroused, prospects are gathering information what will serve as their bases in assessing your company’s products and/or services. When oppositions are made, customers are interested in buying, but with the exercise of due care.
You, as cold-callers, must welcome objections positively. They are catalysts that measure your skills and the company’s competency. When you are punched with defeat, it will be a painful blow to your firm.
In order to be successful in handling call objections, here are useful guidelines.
1. Receive negative queries positively.
Do not interpret oppositions as rude and unhealthy. Welcome the negativity of the question so that the customers will appreciate that you open up a delicate discussion. Avoiding to answer negative questions will mark an unfavorable perception to the prospects. Always remember to resist the force of being defensive.
2. Have a clear understanding of the problem.
When an issue is opened up, understand the problem by allowing the customers talk about their thoughts and opinions. You can only provide the right answer when you have you and the prospect are on the same page.
3. Be straightforward.
Customers hate people who beat around the bush. Satisfy them by being direct, honest and straightforward. Make your messages short but meaty. Keep in mind not to bore them or add their anger by reciting long-winded statements.
4. Lay down the facts.
Convince your prospects by citing some articles, clients’ testimonials, surveys and other proofs that will supplement your answers. Customers want to more of the truth and they the things that will prove of such truth.
5. Know whether you have answered their inquiry or not.
See to it that you have addressed their concern. This is one way of turning that objection into a “yes”.
6. Inquire for additional issues and concerns.
Ask your prospects if they have other issues that are want to clarify. You would want to clear the plate before moving forward to avoid future complications.
Objections are part of the sales process especially when you are cold calling. The important thing is that you know how to handle these objections.