Inside Sales Tips - overcoming initial objections

Something to keep in mind every time you call someone cold calls is that people do not want to hear from you! I hate to burst your bubble, but that's true. This is the reason why people develop reflex responses to the initial contact. I'm sure you have often heard things like, "I do not care" or "I have no money", or "We are pleased with our current supplier," etc.. Do any of these sound familiar?

Eighty percent of all sales representatives to have trouble getting past these initial negative responses. Often you hear them saying the worst thing possible, these initial objections - to repeat them! How many times have you heard someone next to you (or yourself) say, "are not interested?" Or: "I do not have the budget now?" Or: "You all ready have a supplier?" And so on. This is the sign of a worn unprofessional. Why in the world would you say a bad thing?

The way to overcome this is to be prepared for their first negative feedback with your own positive feedback. You must realize that when someone says that you are not interested, does not mean they are not interested, however, is only a reflex response. Almost every one of your potential customers will give you some kind of initial negative response. This is just the way it is. People can not be bothered with all the vendors who are constantly in contact with them. So to save time, have developed these initial negative responses for the discharge of 80% of sales representatives who call them.

Now here's the point. Just because they say they are not interested, or do not have the money, that does not mean they are a potential sale! You must recognize these responses as they are and learn techniques to overcome them. Be careful not to fight with your perspective, either you try to defend or overcome these initial responses. Rather, you should always respond with positive objections that are designed to recognize their answers, and get yourself down to them at your own pace. For example, if you get something like the old classic,

"I'm not interested."

Your immediate response might be,

"Some of our best customers felt the same way when we called them also, however, once we explained how our (service, product, investment) worked, they were glad they listened."

And then go right back to your script, or in. If they persist with the same negative response, or even then is given a different, once again be prepared with another response, as confirmed positive,

"This is perfectly OK, you are still entitled to this information ..."

And then go right back to your script or presentation. If you get something like,

"I have no money now."

You could respond with,

"I understand and that is one of the best things about this (service, product, investment) ....

And go right back to your script or format. If they try again with a more negative SLR, you might say,

"This is exactly why I called, you see when you discover how our (products, services, investments) you can save (list a benefit), I will be happy that I called. As I was saying ...

Now go right back to your script or format. Remember what the whole point here. Your first goal when cold calling is to tell your prospect what you're asking. To determine interest. The biggest problem inside sales reps to do is believe the first negative feedback of the people, and because they are unprepared to deal with them, they end up being swept off the phone before they even start. Do not let this happen to you! You can avoid this by learning and using the above claims on each call. Use them, or develop others. But always be ready to overcome the initial objections of your prospect.

Have a powerful week!...