Nobody likes rejection - it can feel deflating. But selling over the phone requires you to be able to handle objections.
Carolyn Blunt explains how it can be done.
Great sales people don’t really sell in the hard, traditional sense. They are just really helpful. They find out, through questioning and listening, what the customer’s needs are and help to meet them. In then matching the customer’s needs to the right product, great sales people create interest through demonstrating the benefits of the product, not just the features.
If this is still off-putting (as many of us don’t like ‘selling’) it may be helpful to remember that not helping a customer to reach a decision about buying a product is doing them a disservice. Many people seem unsure because they are looking for some reassurance – be sure to give it to them!
There may always be reasons outside of your control for a customer deciding not to buy. There is nothing you can do about these; but if there are factors you can gently influence you need to be sure to always do this – it is a sales, and a customer service role. If you have got all the basics right such as voice tone, questioning and rapport but are still receiving objections to closing the sale then these key tips may be helpful to you.
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