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How to Spot a “Requested More Information” in Every Sales Objection

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How to Spot a "Requested More Information" in Every Sales Objection

Most of the time objections are your prospect’s way of saying, “tell me more”.

As a salesperson, we are all familiar of an objection. We know that it’s common to go through an objection in the whole sales process. So it’s important that all salesperson must learn how to handle common objections.

The truth is, it is the responsibility of a sales rep to educate their prospects about their products and services. The reality is, to become an effective salesperson, we must know that we can’t persuade or lead the prospect into buying our product. You can’t just walk away after the first sign of objection. You must know the true objection. If not, prospects will keep on blocking your call.

The important thing is to understand which objections are true – the ones you can’t work out with your prospect and which ones are disguise and are only being raised because they want to know more. Most of the time, prospects object because they don’t know what you’re offering and what they can benefit from it. So it is your job to tell them.

When prospects mentioned one of the 5 phrases below, you must treat them as “requested more information” objection disguise with their corresponding rebuttals that you can use.

“It costs too much.”

The price sometimes depends on the needs of your prospect. So find out what exactly are they looking for and set a price depending on the needs of their company.

“The price depends on the number of users that you have.”

“We can customized it based on your company’s needs.”

Related: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

“This is not the right time for us.”

If prospect mentions, it’s not yet the right time, respect that. Most companies nowadays don’t just buy something because they need or they want to. When dealing with this kind of objection, you can say;

“When do you plan to consider this kind of project?”

“When is the best time for me to call back?”

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

“We don’t have a  budget for this project.”

Companies prioritize their projects. The decision of what and when to purchase something depends on their budget and what they need most at the right time. You can ask the prospect:

“When will your budget be available for this kind of project?”

“When do you plan to do this project?”

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

“I’m not the decision maker.”

If prospect says he’s not the right person to talk to, ask who is the decision maker who handles this project. You should know the different types of decision makers and their roles. But don’t ignore him. He might be able to help you. What you can do? Either, offer to send him information or ask for the information of the decision maker.

“Who’s the best person to speak with regarding this?” (Gather the decision maker’s information)

“Are you involved with this project?”

“What would be your role for this project?”

Related: Signs That Your Buyer is Not a Good Fit for your Business

“We’re currently working with someone.”

This objection doesn’t mean it’s the end of the deal for you. Find out more about who they’re working for.

“Do you have a contract with them?”

“When will your contract ends?”

“By the time your contracts ends with your current provider would you consider other providers?”

“If you find our product or service beneficial for your company would you consider us?”

 

Bottom line is, don’t let these objections end the deal. Instead, dig a little deeper to understand the reason why and what your prospect is objecting to. 

 

 

Gain more tips and generate more leads, read our latest post!

Get the Best Sales Lead Generation team  in Singapore now!

Dial +65 6248.5023 or +65 3159.1112

 

Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

How to Spot a “Requested More Information” in Every Sales Objection

/in //by:

How to Spot a "Requested More Information" in Every Sales Objection

Most of the time objections are your prospect’s way of saying, “tell me more”.

As a salesperson, we are all familiar of an objection. We know that it’s common to go through an objection in the whole sales process. So it’s important that all salesperson must learn how to handle common objections.

The truth is, it is the responsibility of a sales rep to educate their prospects about their products and services. The reality is, to become an effective salesperson, we must know that we can’t persuade or lead the prospect into buying our product. You can’t just walk away after the first sign of objection. You must know the true objection. If not, prospects will keep on blocking your call.

The important thing is to understand which objections are true – the ones you can’t work out with your prospect and which ones are disguise and are only being raised because they want to know more. Most of the time, prospects object because they don’t know what you’re offering and what they can benefit from it. So it is your job to tell them.

When prospects mentioned one of the 5 phrases below, you must treat them as “requested more information” objection disguise with their corresponding rebuttals that you can use.

“It costs too much.”

The price sometimes depends on the needs of your prospect. So find out what exactly are they looking for and set a price depending on the needs of their company.

“The price depends on the number of users that you have.”

“We can customized it based on your company’s needs.”

Related: How to Handle like a Boss: “We’ve worked with you before and we’re not satisfied”

“This is not the right time for us.”

If prospect mentions, it’s not yet the right time, respect that. Most companies nowadays don’t just buy something because they need or they want to. When dealing with this kind of objection, you can say;

“When do you plan to consider this kind of project?”

“When is the best time for me to call back?”

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

“We don’t have a  budget for this project.”

Companies prioritize their projects. The decision of what and when to purchase something depends on their budget and what they need most at the right time. You can ask the prospect:

“When will your budget be available for this kind of project?”

“When do you plan to do this project?”

Related: How Many Call Attempts Should You do Before You Surrender a Lead?

“I’m not the decision maker.”

If prospect says he’s not the right person to talk to, ask who is the decision maker who handles this project. You should know the different types of decision makers and their roles. But don’t ignore him. He might be able to help you. What you can do? Either, offer to send him information or ask for the information of the decision maker.

“Who’s the best person to speak with regarding this?” (Gather the decision maker’s information)

“Are you involved with this project?”

“What would be your role for this project?”

Related: Signs That Your Buyer is Not a Good Fit for your Business

“We’re currently working with someone.”

This objection doesn’t mean it’s the end of the deal for you. Find out more about who they’re working for.

“Do you have a contract with them?”

“When will your contract ends?”

“By the time your contracts ends with your current provider would you consider other providers?”

“If you find our product or service beneficial for your company would you consider us?”

 

Bottom line is, don’t let these objections end the deal. Instead, dig a little deeper to understand the reason why and what your prospect is objecting to. 

 

 

Gain more tips and generate more leads, read our latest post!

Get the Best Sales Lead Generation team  in Singapore now!

Dial +65 6248.5023 or +65 3159.1112

 

Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

Rebound After a Horrible Sales Call [Video]

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How fast can you bounce back when you can’t find the right words to say during a sales call?

 

A bad sales call can turn into a nightmare and ruin a potential sale. You must know how to take proper precautions to be able to recover. Let’s admit it. Everyone will experience having a bad day regardless how good you are in what you’re doing. Don’t let it ruin your day! Instead, learn from it and move on. Bad experiences along the way can be turned into a positive learning.

 

 

 

 

Video transcript:

Just got off the phone with a prospect, and it didn’t quite go well? It’s okay to feel bad. Afterall, nobody wants to screw up at work.

But how do you get yourself back and recover from a shitty sales calls?

Get some distance

Get up and step away from your desk.

  • Take a 10 minute break.
  • Get a coffee.
  • Go outside and take some fresh air.

Reflect on what went wrong

Turn bad sales call into an opportunity

  • What could I have said better?
  • Could I have handled the situation differently?
  • How could I have responded?

Everyone can commit mistakes once in awhile. What matters is what you did after to recover. Be positive and turn it into a learning opportunity. Don’t let it affect your future performance.


How about you? How do you get back in the game after a bad sales call? Let us know! Comment below.

 

 

Learn more tips and tools in generating leads, Check out our videos here!

Get our latest updates on The Savvy Marketer’s Blog

 

 

How to Make Current Customers in Singapore Renew Their Contract with Your Company

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How to Make Current Customers in Singapore Renew Their Contract with Your Company

Here’s a little trivia for you: Did you know that the most popular song in the world is not from your fave pop singers like Justin Bieber or Beyonce but from the big daddy animator Disney? Yahoo said the classic song “It’s A Small World” has been played more than any song in radio history for more than half a century.

I’d understand if you would disagree as you may have your own personal choice for the recognition but there’s something in the song that appeals to both young and old audiences that keep them singing it over and over again, like it’s buried in their minds that automatically pops up anytime they’d feel like singing.

Is that what you call LSS o last song syndrome effect?

Like the disney song classic, you can make your business have the same effect on your customers – it can possess the power to be the first thing on customers’ minds when they thought of purchasing and make them come back to you to renew the contract or even add or refer another business to you.

But what does it take to have that lasting marketing effect? Take a few notes below:

The NEED

When customers shop around, they definitely have the need. If you’re dealing with a new customer, get to know them better first by understand their buying patterns. Do a customer profiling to identify the demographical and psychological profiles. This way you will be able to customize your offers and be able to present the best business deal to your prospects,  resulting to customer satisfaction.

Case Study: Callbox Data Profiling A Major Coup for Exhibition Leader

The BENEFITS

Customers who have had the first hand experience of the benefits of your product or service will definitely return to do business with you again. Once you are able to answer their WIIFM (what’s in it for me) question, you are not only giving them quality service but you are raising the bar of integrity, and customer retention is achieved. Such will make them trust you and may eventually  consider a long term deal.

The Three-Step Guide to Better Customer Retention in Singapore

The Three-Step Guide to Better Customer Retention in Singapore

The PRIORITY

If a customer has not been buying from you for quite sometime, that doesn’t mean that you should put them on the sideline. It would be best if you show up to them instead of waiting for them to call or see you at the store, and perhaps ask for their feedback about their last purchase. This could also be a good time to update them with the new products you have. Consider both old and new customers as equal priorities to make them feel valued.

Related: For Effective Lead Nurturing, which do you Prefer? Predictive or Power Dialers?

The NURTURING

If you’re good at keeping your business at its best stature, you must do the same to your customers – nurture them in many ways you could. Promptly respond to their queries and feedback, update them about the latest product, send them thank you letters and be visible in their social circles – do all these via the lead nurturing process. Keep a steady contact with all your customers through the different channels that lead nurturing offers – call, email, social, web, mobile and postal mail. The lead nurture process runs on a tool that automates behavior-based actions like sending custom emails based on your customer’s query or need, and real time alerts and tracking of customer touch points for a seamless workflow between you and your customers.

Related: Case Study: Turning Targets to Sales-Ready Leads with a 50% Shorter Lead Nurturing Cycle

Getting a customer to renew a contract may sometimes require more effort than acquiring a new one, as current customers have points of comparison between  you and other vendors, or they may ask you to redesign the workflow based on their experience in the previous campaign. The after sale result is a critical factor in achieving customer retention. How you made customers feel after they purchased from you have a lasting effect on them – it could either make or break the on-going business relationship you have with them.

Make sure that customer satisfaction is done at its best at all times from selling point A to point B, and you’ll definitely become popular among your target market and will certainly have that LSS effect on your customers – “last sale syndrome”.

 

Eager to learn more how we generate more qualified leads from nurturing  prospects until they’re sales ready? Read our process.. Dial +65 6248.5023 or +65 3159.1112

 

 Watch our lead nurture tool demo:

 

 

 

 

 

 

3 Sales Tips to Get your Reps Reach for the Numbers

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3 Sales Tips to Get your Reps Reach for the Numbers

QuotaFactory recently published an article about the best ways to improve the performance of sales reps, which is something many B2B companies currently underscore. Applying the proper sales techniques determines the success not only of individual callers, but the whole company as well. And we’re sure that these techniques can provide a good starting point for the two parties to reach those numbers before the year ends.   

Tip #1: Plan and Share a Vision with your Sales Reps.

This may be one of the single most motivating factors for sales reps, especially those new to the field. Many reps do not realize how many times they need to hear “no” before they hear a “yes” and that can be defeating, leading them to lose faith in themselves and their abilities. Creating and sharing a vision with your reps allows them to see the end goal. This should not only pertain to their sales process, but should also incorporate into their career aspirations and even life goals.

If people can envision themselves as successful, and have a written plan to do so, then likelihood of success is heightened greatly. Let this be your marketing guide in your planning out your campaign.

Tip #2: Your Sales Meetings are not Effective.

How many times have you sat in a weekly or daily meeting droning over the same action items over and over? Now think about how useful you find these meetings or how much you’re actually paying attention. if your answer was very little, your sales reps are likely thinking the same.

Rather than just going over the same KPIs, quotas and announcements, use your meetings as time to train. Rather than three half-hour meetings a week, have one hour-and-a-half meeting and use this as an opportunity to foster an effective environment of peer coaching and collaboration. Have reps do mock calls, handle objections, and brainstorm new unique ways to approach prospects in this time

Tip #3: Share Best Practices.

Now this one may seem so basic that it probably shouldn’t belong here. However, the funny thing about salespeople is that, by nature, we do not like sharing tricks of the trade with our colleagues because — as we’re all familiar with — in sales, one day a technique will work, and three weeks later, your prospects will turn numb to them.

Once a sales rep uncovers a trick of the trade, they usually want to keep it to themselves and utilize it for as long as possible. If they share their tip, they think it will circulate and sooner or later will no longer work.

During your weekly meeting that I outlined above, encourage each of your sales reps to share at least one best practice. They may be hesitant at first, however they will soon find that their numbers will rise.

While they may be giving up a “trade secret” of their own, they’re gaining many more to apply to their call plans and will be excited to continue to share and learn from their peers.

 

Here’s our share, case studies on How to Run a Marketing Campaign Successfully:

Singaporean Research and Consulting Company Strides into US Market with Callbox

Australian Software Vendor Taps Callbox to Fast-track Sales in Asia-Pacific

 

sg

Customized your marketing campaign and get more Singapore b2b leads. Here’s how!

 

 

 

 

 

 

 

Drive for Sales: B2B Telemarketing Tips That Help Close the Deal

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Drive for Sales: B2B Telemarketing Tips That Help Close the Deal

The usual pieces of advice such as “make your call more personal” and “listen actively” sometimes don’t count. No matter how telemarketers do it, circumstance often demand for a higher level of strategy to be able to convert prospect into a lead and eventually close the deal over the phone.

One of the obstacles of B2B telemarketing is how to effectively convince people that there’s an opportunity and that the prospect needs what you’re offering for them to eventually commit to a scheduled phone call, a face-to-face appointment or even a newsletter subscription. To achieve this, telemarketers need the right skills and the ability to do the following:

  • Confidence over the phone
  • Good communication skills and minimal fillers such as “uhm” and “ah”
  • Become more conversational and not rehearsed
  • Handle objections properly
  • Probe and know what questions to ask to identify if there’s a need
  • Empathize with the prospect
  • Be optimistic

RelatedTeach Sales Reps to Sound More Natural Over the Phone

Consider these bulls-eye tips from New-Business-Leads.Blogspot.com to help you close more deals and become a successful telemarketer:

Research and Refine your Proposition

It’s important to know your audience before launching your product to make sure you are targeting the right person. If you have nothing they need or want, it’s worthless. So you must research in order to know who your target audiences are.

  • Who they are?
  • Where they are?
  • What they want?
  • What makes them buy?
  • How you can assist your buyers?

Understand their buying motivations and challenges. One must also know in which part of decision making process are these prospects are.

Use your Credentials

It goes without saying that name dropping helps. If you mention that you have clients such as; Microsoft, IBM, etc. into your email, call or website, it helps remove any credibility issues from the get go. 

So, think about who you can use as leverage when talking to a decision maker. If you can’t actually name drop or you don’t have these clients, you can still focus on what does your prospect need that you specialize in and emphasize on how they can benefit if they would consider your product or service. 

Related: The Best Way to Reach Out to Prospects: Sales Email or Sales Call?

Empower your prospect

When talking to prospects, you should be in control of the call and not them. There will be instances wherein they will try to be in control of the call and ask questions instead of answering your questions. What you will do? Take it back! Answer the question of the prospect and ask the question again for the prospect to answer.

Remember, the one who asks questions is the one who’s in control of the call. Here’s The Do’s and Don’ts When Doing B2B Telesales to guide you!

Persistence is crucial

You’re not considered a good salesperson if you’re not persistent nor doesn’t know the different buying signals. Too often, salespeople, telemarketers and small business owners abandon calls when they get immediate “negative” results. There are different reasons why prospects object such as:

  • Need
  • Price
  • Feature
  • Time
  • Telemarketer/ Salesperson

So you have to know where your prospects are before giving up. Find out How Many Call Attempts Should You do Before You Surrender a Lead

However, you have to take note that being too persistent in not healthy for you and your prospect. Understand the reason why they object. Whether they don’t need it now, they find it too expensive, you don’t have what they’re looking for or they don’t have time to talk about it for now. Regardless of the reason, you have to respect at some point. Effective telemarketing means being persistent with the right prospect at the right time. Find out how we reach out to the right prospect at the right time with Smart Calling

Related: Don’t Know the Answers to Prospect’s Sales Questions? Fake it

Use a good CRM system

Having a good tool is essential to record all important notes from the call for you to use when you follow up with your prospects. Notes such as:

  • Information about your prospect
  • Information about their current set
  • When is the right time to follow up on them
  • Their plans, timeframe, needs, etc.

Those notes may help you prepare before you follow up on your prospects which will help re-build rapport on the next call. Nowadays, there are a lot of cheap online hosted CRM systems available in the market. If you want good quality leads and reporting tools, many companies are offering B2B telemarketing services and lets you utilize their own tool to manage and nurture  your leads and appointments.

What have you missed? How Successful Singaporeans in Financial Industry Spend their Mornings

 

 

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