Wednesday, October 17, 2012

How To Deal With Objections In Your Telemarketing Campaign

Ever had difficulty handling your telemarketing campaign? Well, that is ceaseless if you think about it. We understand that it could be a real trouble for us in lead generation if we face a lot of hurdles or hindrance along the way that would affect our sales pipeline and generation of B2B leads. One of the responses that we normally get from our prospects is a 'No'. The moment that we hear this word (or its variants), we tend to relinquish instantly . But we should not do that. Instead, We can change such negative response into our favor. All we must do is to realize how to do it. Different objections comes with different answers:

1. "Send me some information" - when a prospect asks that, you should do it immediately. Furthermore, ask him what attracted his attention. Is it the product you have or the business you own? Ask it in the most natural way possible.

2. "We have no budget for that" - either he is just making an excuse or they really do not have the budget. In this case, it would be best if you determine whether your offer is good enough for them, if price was no longer involved. From there, you can figure out what your next step will be.

3. "That is not my priority right now" - still, they can provide you with a wealth of information. In this case, you can ask them what their priorities in business are. Certainly, you may not take any business leads at this point, but this can can be helpful for you to set up a strategy that will hook their attention later. Besides, there is a possibility that you can actually help them in their priorities.

4. "We already prefer (competitor's product)" - here, you may not be able to persuade them to change products, but they can be very informative when you ask them why they prefer the competition. You might actually find out something useful from what they say, and use those findings to improve your deal.

5. "It just costs too much" - in this case, they are sort of interested. You just need to fan the flames. Now, the best way to go about this is to ask them what they specifically mean about when it costs too much. Is it the price itself, or are the benefits of the product not that worth the price in their viewpoint? Questions such as these can help you navigate the negotiation better.

6. "Call me back in (period of time)" - this is not a direct no, maybe a delay of the inevitable. But that should not stop you from asking them why they prefer that you call them at that time. Are they busy now, or something like that?

7. "Someone else makes the buying decision" - it is then an opportunity for you to ask who that person is. The person you are dealing with might be the gatekeeper, so better get to their good graces. They might help you reach the right person.

Certainly, if do not feel up to the job, you have an choice to appoint a professional lead generation company to do the job for you. It is also another good business investment. Find for qualified lead generation services providers, these companies have the proper skills and professional telemarketers that are well-trained to generate leads for numerous industries.

Belinda Summers is a successful lead generation Coach helping IT companies generate qualified sales leads. For more insights on b2b sales lead generation, Belinda recommends that you visit:

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