Common Sales Objections When Making Sales Appointments by Telephone

Once you have the sales skills to deal with these frequent objections you will gain agreement to more meetings with prospects, and have the opportunity to close more sales.

On this page you will find some of the most frequent appointment call objections and some ideas on how to get past them.

Have a look at the techniques,click the training into place,and you will start enjoying making cold calls for appointments.

Let’s take a look at some common appointment call objections and the techniques for overcoming them...

Here are some of the most common sales objections that appointment callers face, and ideas for overcoming and getting past them.

When handling these and other obstacles that come up in your cold calls, remember that your objective is to gain agreement to an appointment. You don’t have to answer every objection if instead you can go around it, or even better if you can use the objection as a reason why the prospect should meet with you.

They want to talk price on the call

Consciously decide how far into the sales process you want to go on your appointment setting call when handling sales objections related to price.

Are there advantages to meeting face to face to discuss price, and other aspects of the sale or can you actually sell your product over the phone. If price is not your main benefit you will want to meet with the prospect so that you can use a structured sales process.

If you are making sales appointments for someone else, then you probably don't want to get into the sale process or discuss prices on the phone.

Handle appointment objections so that you get around the price question and gain the appointment. You don't have to answer all of their price questions fully. If you can get around them, or put them off until the appointment, you have achieved your goal.

A quick sales objection training tip:

Have a list of reasons why you cannot give a price on the phone and you have to meet with the buyer. This could be:

A site survey if you are selling a service.

A demonstration of a product.

You have such a wide range of products that you will need a certain amount of time to gain a full understanding of their business so you can put together the right package for them.

A good way to respond when handling this common sales objection is to use the objection as a reason for a sales meeting.

Let them know that you will take the time to assess their needs during the appointment.

Then you can offer them the best, personalised, package.

Give the buyer a reason why you should meet, rather than discuss price on the phone.

Use a requirement for seeing the site, or being able to show and demonstrate your product, as a reason to meet.

Prepare your answers before the call if you often get this objection.

The buyer is too busy to meet with you

If this is a true objection you would expect the prospect to tell you at the start of the call

If they have listened to all the stages of a sales appointment call and then when you ask for their agreement to a meeting they tell you they are too busy, then how true is this objection. Surely they would have told you earlier in the call when theyrealised you were trying to arrange an appointment to see them.

When handling these common sales objections you have to make the sales appointment have greater potential benefit than what they have in their diary or other tasks they could be doing.

Think about it; everybody is busy. If they weren't they probably wouldn't have a need for your product or service. Have you built up the benefits they may gain, and any consequences there may be to not meeting with you.

I’m not interested

At the start of the call, why should they be interested, you've not told them anything yet.

Before they get the opportunity to use this appointment objection, give them a sales benefit.

As early as possible tell them something they will want to know more about. Something they might gain. This way you are handling common sales objections by pre-empting them with a benefit.

Here’s a quick sales appointment training tip for you:

Write a list of the key benefits of your products or services that you can use as a reason for your call. Think about it from the buyer’s perspective, what would they want to hear that will grab their attention.

Look at what you sell and list all the best benefits that you can use in your appointment calls to prevent these common sales objections and smoke screens.

To see more on creating a great reason for your call open How to Cold Call.

We already have a supplier

Most prospects will already have a supplier. Unless you have a unique new product, or they are setting up a new business, you will win most of your business from competing suppliers.

Handling common sales objections, of already having a supplier, is done by offering to show them what you can supply so that they can see if your offer is better, or if they are currently missing out on something.

The buyer can then compare your presentation to what they have now. Only then are they in a position to make a decision on future purchases. You are not trying to sell to them, you are offering your time to give them knowledge.

Gaining a sales appointment is the objective. Selling your product is done in the appointment. Don't try and compete with the competition while you're making the appointment.

You can prevent or overcome many of the objections that arise on your appointment setting calls.

To get past these obstacles that prevent you from gaining an opportunity to sell you need the right techniques and effective telephone skills training.

I know the value of good sales training on appointment setting. I’m a professional sales manager and I want my teams to have full sales diaries. I also want them to spend as little time as possible cold calling by telephone and as more of their time selling in front of qualified prospects.

Working with sales people and appointment makers I have developed a professional training course that quickly creates an appointment call that works. The course can be downloaded today and used as an individual personal training course, or as a full presentation to a team.

Here’s what the course can do for you...

The techniques in this eBook training course will show you how professional appointment callers both prevent and overcome objections.

Not only will you close more appointment calls, you will also gain confidence that will come through in your voice, even on complete cold calls.

The comment I hear most often from people like you that have clicked to use this course is: I now enjoy making appointment calls.

£24.50
(approx $38)

For just £24.50 (about $38) you can become an expert on handling, and preventing, appointment objections.

The section on overcoming objections is worth the price on its own. And you also get...

This full course on how to make appointment calls takes you step by step through all the stages of a call.

From the Introduction, to questioning and qualifying the prospect as someone that you want to meet.

Using a unique combination of exercises and training guides you learn how to present your best benefits and close the prospect by gaining agreement to a meeting.

You create your own call script using your own words and phrases.

It works for any product and in any market.

For just £24.50 you can have today an effective training course, developed by a working sales manager, and proven on real sales appointment calls.

You can start using this course today for just £24.50

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