As I sat down to write a few articles, my phone rang. I got up to answer the phone  to be greeted with:

“Hi, this is British Telecom” …. Which was then followed by a pitch about extending our BT contract. As soon as the person had finished I said:

“I’m fine thanks”

The response that came back  from the other person was :

“Ok, thanks.”

And then they hung up.

Wow.

Tips in Objection Handling

That persons  sales figures must be terrible. This is a classic case of an employee just going through the motions in their role. I can’t even call them a salesperson because no attempt was even made to continue the conversation with me, ask me questions or to just find out why I said that – to make an attempt in objection handling.

This person probably thinks sales is awful and sets themselves up every day to fail. They might be saying to themselves “No one is going to want to speak to me on a Sunday” or something similar.

What to do achieve an effective Objection Handling

Now before I share a few things they could have done, let me just nail my flag to the mast. I think calling people at home is pre-historic and should have died out long ago. The only possible exceptions are from someone you have an existing relationship with such as your bank, credit card company and phone provider.

If they cared a bit more about the outcomes they needed  they could have said:

“I’m sure you have a good reason for saying that. Do you mind me asking what that is?” or

“Sorry. I couldn’t have done a very good job at explain how much this will benefit you – can I have 5 seconds to see if I could explain again?”

It doesn’t necessarily matter what you say, as long as you say something. If you are going to give up as easily as that then realistically what was the point in calling.

If you are going to make a telesales call then make sure you have prepared the strong reasons for your call, your fantastic answers to most common sales objections that you get and that you get into a positive state of mind and expect a positive outcome – proper objection handling.

If you want to know more about how you can do this then make sure you sign up for our free sales newsletter above where we regularly cover modern day objection handling strategies and sales training.