Greetings!

The simplest techniques can be so effective.

I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, "What was that again?"

The prospect then hemmed and hawwed a bit, continued talking, and actually admitted that he probably could go with the caller's proposal.

Brilliant. So what happened here?

If you have a strong belief about something, chances are you're able to explain why, with conviction.

On the other hand, if someone says something that is not completely truthful, or something they don't believe strongly in, they will hesitate, hem and haw or exhibit other nervous behavior when questioned. The same is true if they don't have reasons for their beliefs.

Likewise, some prospects may not be clear in their expression of objections, or they might throw out some objections as stalling techniques. To clarify the situation, ask them to repeat, or explain their statement.

For example,

"Mr. Davis, I'm not sure I fully understood what you just said. Will you please repeat that for me?"

"Or, "Pat, I heard what you said, but I'm not following the reasoning. Would you mind explaining it for me?"

"I'm not following. Could you explain?"

If their objection is truly a legitimate one, their explanation will provide you with information which will help you address it.

If, on the other hand, they are just stalling, your question will help to smoke out the real objection.

Either way, you win!

Continue Having Your Best Week Ever!

Art

About the author:
Art Sobczak, President of Business By Phone Inc., specializes in one area only: working with business-to-business salespeople--both inside and outside--designing and delivering content-rich programs that participants begin showing results from the very next time they get on the phone. Audiences love his "down-to-earth,"entertaining style, and low-pressure, easy-to-use, customer oriented ideas and techniques. He works with thousands of sales reps each year helping them get more businesses by phone. Art provides real world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing "rejection." Using the phone in sales is only difficult for people who use outdated, salesy, manipulative tactics, or for those who aren't quite sure what to do, or aren't confident in their abilities. Art's audiences always comment how he simplifies the telesales process, making it easily adaptable for anyone with the right attitude.

Contact Info
Art Sobczak
Business By Phone Inc.
13254 Stevens St.
Omaha, NE, 68137
402-895-9399
ArtS@BusinessByPhone.com
www.businessbyphone.com

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