Objection Handling Log We recommend keeping a special journal in the sales department to work with objections during cold calls. The journal should include the following sections: Common Objections: Write philippinen vorwahl whatsapp down typical customer objections that arise during cold calling as questions. Responses to objections. Record possible responses to objections, especially those that have been developed collectively. Effective answers. Mark the pros and cons opposite the answers depending on their success in practice, not a theoretical exercise. Managers must be well aware of all possible responses and be able to spontaneously apply them during a dialogue.
Cold calling practice To properly handle objections, a manager must follow the algorithm: Actively listen. Listen carefully to the objection, use motivating phrases, repeat the last words in the form of a question. Express understanding. Clearly express that you understand the other person. Join in. Move quickly from understanding to explaining what you understood, restating the gist of the objection in your own words. Counterargument: Use pre-prepared counterarguments or benefits that address a specific set of objections. How to Bypass the Secretary in BB Sales In BB, you need to be able to bypass the secretary to get to the decision maker.