"?¢ The more objections the prospect throws at you, the more you haven´t addressed their real concerns. So probe them more. It´s not about asking questions but asking the right questions
"?¢ Get the sales message across.
"?¢ Confirm your understanding of the objection.
"?¢ Rebut the objection honestly.
"?¢ Stress the benefits of your service.
"?¢ Make sure the prospect understands the benefits of service.
"?¢ Find out what´s important to the prospect.
More tips on getting past the gatekeeper
ï?? Be upfront about the purpose of your call.
ï?? Don´t sound scripted
ï?? Converse with the person on the other end.
ï?? Be respectful of the prospect´s time
ï?¶ Always gather as much info about the prospect as possible
ï?¶ Using a lead form/source is key to tracking information. Look into Goldmine/Act or other lead flow system.
ï?¶ Keep it simple
ï?¶ The smallest bit of info can be very important (prospect is on vacation, on maternity leave, etc)write it all down
ï?¶ Date every entry.
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at email@example.com or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at firstname.lastname@example.org