No matter how good your USP, or how innovative your products, you’re always going to come up against a few objections when making telemarketing calls. The way you handle these objections is likely to have a significant impact on your call’s chances of success. Get it wrong and the decision maker you’re speaking to may well write you off and could even put down the phone. Get it right, however, and you could turn their objections on their head and use them as a tool to make your call even more compelling.
Don’t be dismissive
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 evasive and untrustworthy. It may also frustrate the person you’re speaking to, giving them a poor impression of you and your business and 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 counter them comprehensively and ensure you address the specific concerns of the person you’re speaking to.
Don’t be argumentative
Even if your contact raises objection after objection, it’s very important you keep your cool and don’t become argumentative. Stay calm and deal with each point they raise in turn. If you can transform a potentially negative situation into an opportunity for a genuine two-way conversation, you’ll be a lot closer to achieving your telemarketing goals.
Treat objections as a sign of interest
Instead of seeing an objection as a sign the decision maker you’re talking to 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 products or services you’re offering so use the opportunity to expand on what you can offer and what makes you truly unique. Try to keep a few relevant facts or statistics on hand to back up your arguments 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 telephonic impact and ensure all your calls are as successful as possible. To find out more, contact a member of our team or take a look around.