Selling to Anyone Over the Phone

The Payoff

Whether you are responding with the questioning technique, incorporating personality types into your strategy, or just preparing to make a call to a new customer, your perception of objections can affect the entire sales call. Remember that objections are just hurdles, not walls. When you get to one, don’t stop; size it up and jump—right through the phone lines with your strategy. Expect objections every time, so handling them is not a big deal. Get used to them. This is part of sharpening your sales performance skills.

The more effective you become at handling objections, the more effective you’ll be in your selling career, regardless of what you sell. Remember, handling objections effectively is a learned skill. “I’m just not good ...