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In this issue of The Sales Buzz

How to overcome objections to sales appointment calls

Sales appointment calls are where you make an appointment that is an opportunity for you to make a sale, and make money.

Objections to sales appointment calls can stop you from meeting with that potential buyer. Learn how to stop them from happening and you will get more opportunity to close more sales.

Read the newsletter and start overcoming more sales appointment objections.

Give us your opinion

At the end of the newsletter is your chance to get your comments published on the website.

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Overcome Objections to Sales Appointments

Objections to sales appointments stop us from getting in front of a possible buyer. If we can stop the objections from stopping us we will have more opportunities to make a sale and make more money.

Put as much effort into adding to your sales appointment skills as you do to improving your sales skills.

It’s an investment that is well worth while.

Here I offer you what I have found working as a sales manager. This isn’t classroom training or techniques that only work in a training role play. This is all from real sales situations.

Objections to sales appointments happen in two places

At the beginning of the call

During the introduction stage when you are bringing the prospect into the conversation and away from what they were doing.

Later in the call as you try to gain agreement

As you try to gain agreement to a meeting with the prospect. You have qualified them as someone you can sell to and you want to meet with them.

Anything in between

Information can come to light between these two stages of the call, which can stop you making an appointment. This usually happens as you are asking questions to qualify the prospect as someone you can do business with. This is not an objection, it is the discovery of information that indicates you cannot sell to this prospect, and in many cases it will be your decision not to meet with them.

...Let’s look at the early objections and what we can do to stop them stopping us from making an appointment..

It’s easier to stop them than try and overcome them

The early objections are often illogical and don’t make sense.

It’s easier to take actions to stop them happening rather than try and overcome them. Read on and see why...

Consider what you do before you make a sales appointment call. You look at the information you have about the prospect. Consider what you are going to say. Maybe picture what products or services may be good for this prospect. You go over the call in your mind. You may have made several calls prior to this one.

By the time you make the phone call you are tuned in to the situation. You know what it is all about, you’re reasons for making the call, and what you hope to achieve. Your prospect isn’t. They are busy doing something else. Your call, and the first few words you speak, are the start of the process of bringing them into the situation.

Your introduction has to do several things:

• Clearly communicate information about your call so the prospect is brought into the conversation
• Give the prospect a really good reason why they should listen to you
• Motivate them to move with you to the next stage of the appointment setting call

How do you react to sales calls

Picture the scene. I’m sat at home after a day at work, and usually a long drive from one of the company offices around the country. I’m either relaxing, or working on this website.
...Both are important to me..

The telephone rings and the caller establishes they are talking to me. The first line, especially from off shore call centers, is often, ‘How are you today Mr Craine?’

Do they really care? This is a complete stranger that I’ve never spoken to before. Why would they care how I am? I would much rather they got to the point. In those first few seconds of the call I am making a decision on whether I should listen to the sales person, or go back to what I was doing. If I can’t see a benefit to me within the first few seconds I am going to throw in an objection.

This is when you get objections that don’t make sense.

Not interested

The caller thinks, or replies, ‘What are you not interested in? I haven’t told you what I want yet.’
The prospect really means, you haven’t got hold of my attention. I see o reason to stop what I was doing and listen to you. Where’s my benefits, what’s in it for me?

I’m too busy, on my way out, about to eat, washing my hair, bathing the dog

As above, you haven’t grabbed their interest. They are saying, I have better things to do. They see more benefit in bathing the dog.

I’ve already got one

This comes up when the buyer thinks they know what you are selling. The quickest way to get rid of you is to tell you they already have what they think you are selling. In many cases they are wrong about the reason for your call. If you get this objection use it as a lesson. It is telling you to make some changes and communicate what you can do for the prospect earlier in your introduction.

Why we get early objections on a sales appointment call

We get these early objections because we haven’t clearly communicated:

• Who we are, our company or product, a point of reference to bring the prospect into the situation
• A really good reason, by way of a benefit, why they should listen to
• Made listening to us more important than what they were doing

Put this training into action and get less objections on your sales appointment calls Write out your introduction for your appointment setting call. Make those first few lines clear and informative about who you are. Make it attention grabbing, interesting, and important to the prospect.

Add some really great potential benefits that will motivate the prospect to listen and see what they could gain.

To get some ideas on writing your introduction open cold call script for sales appointment introductions.

For a full page on overcoming all sales appointment objections go to Handling appointment Objections.

If you want to see the fast working sales appointment course that I use with my sales teams open Sales and Training solution for Making Sales Appointments

Read a review of Making Sales Appointments by Telephone

Read a review of Making Sales Appointments by Telephone and see what someone that used the workbook training course has to say.

It’s always god to get an opinion from a third party, and from someone that has actually used the sales training, before you decide to use it for yourself. You can see what they have to say at Review of making sales appointments by telephone.

What should you say in the first few minutes of a sales appointment call?

Read this request for help from one of our visitors and offer your ideas and suggestions. Make a brief comment, write a full page, include a brief bio of you and your business, and even a link to your website. Open The first minutes of a sales appointment call and simply click and type.

Giving something away to gain a sales appointment

Do you give something away to gain a sales appointment?

Tell us how it works for you. What you have tried, ideas you have developed, and what you think others should do.

Open Give something away to get a sales appointment and add to the discussion. Add some info about you and your company, and even a link to your website.

In next week's issue

In the next issue of The Sales Buzz we look at objections that come later in the sales appointment call. These arise when you try and gain agreement to a meeting. You’ve gone through your introduction, asked your qualifying questions, and now you are trying to close the prospect down to making a decision to see you.

See some ideas on how my sales teams make sales appointment calls and overcome these objections in next week’s Sales Buzz

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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Wishing you the very best with your sales career.