Handling Appointment Objections

Handling appointment objections is a sales skill that every sales person and small business owner can benefit from learning.

The more objections you can overcome when cold calling prospects, the more appointments you will add to your sales diary.

On this page we look at the telephone sales skills that will gain you more meetings with prospects.

We discuss common cold calling objections and how to handle them.

And, we start with a really important question that you need to consider...

Sales objections usually arise at two places in an appointment setting call.

The first objections will be during the introduction stage of your call. The next place that you often hit an obstacle is when you ask for a meeting with the prospect, the closing stage of the call.

Here's how to prevent and handle both sets of objections...

Handling appointment objections in the Introduction

The first objections can be at the start of your call in the Introduction stage.

They happen because the buyer doesn't yet see a benefit from listening to you. This is especially true when you make cold calls to new prospects, and in Direct Sales where you are phoning the prospect at home.

To prevent these appointment objections in the early part of a call it's important to create interest and grab their attention using a possible benefit for the prospect.

Smoke screens and excuses

These early objections are often smoke screens that hide the real issues.

For example: If you have cold called a prospect, and your Introduction has not made the prospect want to hear more, then they will make an excuse and try to end the call.

The objections they use could be:

We already have one

The business is closing or we are moving

It's someone else that makes the decision

But the real objection is that they don't have a good enough reason to contnue listening to you.

Many salespeople get really frustrated when they get a lot of early objections to their appointment calls. They think they have just been unlucky at getting so many prospects that are moving or are not the decision maker.

If they had an effective sales appointment call process they would not get these smoke screen objections.

No matter how good you are at handling appointment objections, you cannot answer a smoke screen objection because it is not real.

You can use a line that asks the prospect to be honest with you and tell you the real reason behind their objection. But, rather than handling appointment objections, it is far better to prevent them by having an effective sales appointment Introduction stage to your call.

To see how to create a great sales appointment Introduction stage that will prevent objections open Sales Introduction cold call script...

Preventing appointment objections as you close

The next place you may be handling appointment objections is at the closing stage of the call when you ask for the appointment.

Just like the objections in the Introduction stage of a call, with some sales training on the right techniques you can prevent them.

In the closing stage of an appointment call, when you try to gain agreement to a meeting, the buyer must see an advantage, a benefit that they could gain from meeting with you.

Think of it this way: It's just like closing a sale.

The buyer will only let you close if they see a potential benefit that they could gain from meeting with you.

The more skilled you are in the earlier stages of the appointment setting call, the fewer objections you get at the closing stage.

To see all the stages of a sales appointment call open the Sales appointment section main page...

You should present the benefits of meeting with you in the same way you present the products you sell. Sell the benefits to the buyer.

Handling appointment objections as you close

You will not prevent all objections at the closing stage of your call.

But objections that do arise in the closing stage can be overcome if you use the right techniques and have good, effective telephone skills training.

The techniques I use with my sales teams, to overcome these objections and gain more appointments, have been tested and proven on live cold calls to prospects.

Some of the techniques actually turn the prospect's objection around and use it to gain agreement to a meeting.

You can see all these appointment objection techniques, and get full step by step instructions on how to use them, in the training course: Making Sales Appointments by Telephone.

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 used 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 in any market.

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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