Handling Objections In B2B Telemarketing
Whilst we’re sure your product or service has many features, benefits and USP’s, not everybody is going to be convinced by your product or service on first sight. In sales, these rejections and knock backs are common place and you won’t be the first or last business to experience these objections. What is important when experiencing negative feedback or a rejection, is to learn from them, build on them and make sure you are in a position to respond to them positively.
Here at Team Telemarketing we have some top tips on handling objections working in B2B telemarketing…
Don’t be too dismissive when an objection occurs
Objections are usually made on the realms of caution from your potential customer, they don’t know enough about your product or service and will become instantly dismissive if they feel they are being sold something they don’t want or need. Overturning those initial objections by educating your potential customers on the product and understand what they need as a consumer will help with converting sales.
Taking knock backs can be daunting but it doesn’t mean that the customer doesn’t want to buy your product. Once you gain a better understanding of their needs and wants, you will be able to promote your product in a light that benefits individuals, allowing you to overturn objections from them.
Objections can be a sign of interest
The person you are trying to get on board, wouldn’t have objections if they weren’t curious about your response when they challenge you. Taking an objection as a sign of interest can really work in your favour, in a sense of upholding a positive and professional tone when you get knocked back. Try to offer relevant facts to back up your product and your pitch when handling an objection.
Don’t be disheartened, learn a lesson
The worst thing you can do when it comes to handling objections, is not handling them well, in terms of taking it personally. There is absolutely no point or gain in being disheartened by a potential customer questioning your product/service in a negative light. As always in sales, there are opportunities that arise in even the most unlikely places, and continuing to be driven, passionate and positive about what you have to offer will inspire success.
Team Telemarketing has a wealth of experience in working in B2B telemarketing and our team of experts have excellent objection handling abilities. If you need to hire a team of experts in the business, with passion and drive when it comes to securing sales, we’re here to help!