!MISTAKES THAT ATTRACT SALES

OBJECTIONHow to Turn it into a Success!

5

Sales is not as easy as calling a

prospect and setting up an

appointment. All the pressures that

you experience in creating and

implementing your sales plan to

reaching your target sometimes feel

too much.

They pressure themselves and all they

can think about is to close a sale

which leads them to make simple

mistakes. These simple mistakes

sometimes attract objections from

prospects.

Regardless of the size of your

business, marketing and sales are the

ones who generate revenue in an

organization.

HERE ARE THE 5 COMMON MISTAKES SALESPEOPLE MAKE

THAT ATTRACT OBJECTIONS

!

MISTAKE #1: STUDY SHOWS THAT 42% OF SALESPEOPLE DON’T HAVE ENOUGH INFORMATION BEFORE CALLING A

PROSPECT.

Preparation is the key to success but most sales reps find themselves

calling and hoping for the best on every call. Don’t generalize your

prospects. Don’t think that you can call them and expect the same

scenario because every prospect has different needs.

By asking questions about

their current setup (What

they’re using,for how long

and if they have a provider,

etc.)

If you have enough knowledge you may be able to turn objections

into a possible lead.

Sales expert or not, you

need to make sure you’re

aware of the product and

services that you’re

offering

Offer your product or

services. Focus on what you

have that can benefit them

most.

How?

MISTAKE #2: WHEN DOING TELEMARKETING, YOU MUST BE AGGRESSIVE, BUT IN THE RIGHT WAY, ESPECIALLY

WHEN ASKING QUESTIONS TO YOUR PROSPECT.

Assertiveness is one of the good habits of a productive salesperson when

it is done properly. It shows confidence and gives a feeling that you know

what you’re talking about. However, becoming overly assertive, can

create an aggressive tone. Being too pushy will cause prospects to brush

you off.

Express yourself

effectively and be direct

to the point. While

respecting the rights and

beliefs of the person

you’re talking to.

MISTAKE #3: YOU WERE LEFT WONDERING WHAT HAPPENED. NEVER DISREGARD WHAT YOUR PROSPECT IS

SAYING JUST TO GET WHAT YOU WANT.

Scenario

Sales rep: “Hi! My name is Anna from XYZ company. I’m calling about your

software. I understand you are the best person to talk to about this?”

Prospect: “Now is not a good time to talk.”

Sales rep: “That’s okay, I understand. You see, we are a software reseller

and I understand you are the best person that I can speak with who can

decide on this one, am I correct? ”

Prospect: [Hangs up]

You’re only implying that you are not listening. Most people hang up when being ignored.

Listen to your prospect.

When you listen and respect

their time, they are more

likely to listen to you the next

time you called. Plus, you can

use this as a reason for your

next call.

If you’re into this situation

you can say; “That’s okay. I

understand. So when is the

best time to give you a call

back?” Then, immediately

thanked the prospect and

end the call gracefully

MISTAKE #4: BEING DEFENSIVE MEANS LACK OF CONFIDENCE OR A FORM OF INSECURITY

Scenario

Only discuss information your prospects need to hear. If the prospect

hasn’t brought it up, giving too much information leads to an

uncomfortable conversation.

Sales rep: I’m just wondering, have you worked with XYZ

company(number 1 competitor) before?

Prospect: Yes! We’ve worked with them for a year.

Sales rep: We provide better service than them. You see, they have many

issues with their clients. Our services include … and you can definitely

benefit on this one.

It’s okay to discuss about your competitor. However, NEVER bring other brands down. Even when prospect bring it up.

If the prospect mentioned

something your competitor

didn’t do, you can push the

benefits of your product or

service and offer that you

can help them on that issue.

Ask what are the concerns

and the need of the prospect

and offer what needs to be

done to turn the situation

around.

MISTAKE #5: YOU CAN USE A SCRIPT OR YOU MAY NOT – EITHER WAY IS FINE. BUT SOUNDING LIKE YOU’RE READING

A SCRIPT IS A TURNOFF TO EVERY PROSPECT.

When a salesperson sounds like they’re reading from a script, prospects will

feel like they’re talking to a robot and won’t feel bad if they hang up the

phone.

Use the script as your guide (In case you forget something).

Speak in your natural tone for the entire duration of the call.

Speak slowly. Know when to pause and when to stop. Don’t

know how long? Around 2 counts.

Be conversational. Try to use conjunctions to connect your

words. (NOTE: You may use fillers but minimize them)

DON’T COMMIT ANY OF THESE 5 SALES MISTAKES

THAT ATTRACT OBJECTIONS. USE THESE TIPS AND TURN

MISTAKES INTO A SUCCESS.

THANK YOU

www.callbox.com.my

+60 3 2772 7370

info@callbox.com.my