Objections aren’t questions so don’t answer them! Work through the common objections you hear on the phone & have a strategy to use every time you hear them.
Here is the UpYourTeleSales patent pending (not really – but copyrighted it is) way to handle objections:
Acknowledge – the prospect has a valid point.
One of the top complaints about salespeople is that we don’t listen! Change this perspective immediately by acknowledging you’ve heard the objection.
Important safety tip: acknowledge & agree, are NOT the same thing.
Tell A Story – get the prospect reengaged in the conversation.
We’re not talking about War & Peace here; a few sentence story will do the trick. You are elaborating on your acknowledgement and allowing the prospect to see themselves inside the story… and therefore inside working with you.
Ask A Question – to turn the prospect’s brain back on.
The question you ask is NOT to sell the prospect on anything EXCEPT on continuing the conversation.
Even though they didn’t hang up the phone when they gave you an objection, they did hit the release button in their brain. You’ve reengaged them with your story – now it is time for them to turn their brain back on and the only way to get that to happen is by asking a question without an auto-magic response!
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