Let’s be honest, you’re going to hear objections, perhaps even a multitude of them.
But if you prepare common objections with logical rebuttals, you’ve already built a toolbox full of ways to overcome them.
Build a chart with three columns:
Create scripts of common objections
List how you resolve them with benefits
Present your rebuttal
Then, commit these scripts to memory.
Role Play and Record
Next, come together and leverage the power of your team:
Build buyer’s language scripts filled with common objections, dialog and questions.
Cover the types of first calls you expect to have:
Find-the-right-person
Gatekeeper
Got-the-right-guy – determine fit, begin discovery
Reception / front-desk
Role-play calls.
Switch roles – you as you, then you as the prospect.
Record role-play calls and review with the team. Discuss uruguay telegram data and critique. Cover the good as well as the not-so-good.
When you’re ready to send the troops back into the fight, record live calls as well. Play both good and rough calls to the team.
This helps reps spot their own strengths and weaknesses. Always keep recorded calls for training purposes to shorten the onboarding process for new reps.
Step 2: Prospect
Once it’s time to pick up the phone and dial, use the scripts you’ve prepared in the above exercises and remember the following.