Objection handling in B2B telemarketing

Despite the myriad of strengths your product or service no doubt offers potential buyers, you’ll still experience some push-back. In sales, we call these objections, and no amount of innovation or so-called USPs can help us avoid them. The manner and confidence in which we deal with objections, however, will play a key role in determining whether our calls fail or succeed. In fact, handling objections well can turn your call into memorable interactions that make your call even more compelling.

Don’t dismiss objections

It’s really important that telemarketing calls cover off all areas of doubt in a potential buyer’s mind. Hence one of the keys to handling objections during a telemarketing call is not to be dismissive. Simply brushing over a query, or skirting a question, will make you seem ill-informed, evasive or untrustworthy. It could also serve to confuse the buyer and give them the impression you and your business are vague, or veiled, making them much less likely to work with you. Instead, take all objections seriously – no matter how small, or insignificant they may seem to you. Take the time to ask questions in order to understand them, and counter them comprehensively to address specific questions.

Don’t take offence

Some buyers will raise several objections, it’s important to welcome their feedback and don’t allow yourself to feel offended or respond in an aggressive manner. Stay calm and deal with each point they raise in turn. If you can transform a negative situation into an opportunity for a genuine two-way conversation, you’ll be a lot closer to achieving your telemarketing goals, and building a powerful skillset.

Treat objections as a sign of interest

Instead of seeing an objection as a sign the decision maker is pulling away from your call, try to see it as a sign of interest. Your contact wouldn’t be raising objections if they weren’t curious about the services you’re offering, so use the opportunity to expand on what you can offer and what makes it truly unique. Try to keep a few relevant facts or proof points to hand to back up your claims and convince your contact you’re the real deal.

Don’t be disheartened

When you come up against objections, it’s very important not to be disheartened. Occasionally you won’t be able to change the decision maker’s mind, no matter how hard you try. In these cases, it’s often best to chalk it up to experience, ask if you can contact them in the future and then move on to your next call. Remember, the more you come up against objections, the easier they’ll be to handle. This makes even the toughest call a great learning opportunity, giving you the chance to flex your persuasive powers and get your message across.

A large part of telemarketing success is skill and experience. By learning to handle objections and turn them to your advantage, you can considerably increase your impact and ensure all your calls are as successful as possible. To find out more take a look around our website or contact a member of our team.

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