List typical excuses and objections

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In 80% of companies, the purpose of the first call is incorrectly defined and because of this, "cold ” calls do not work. Read more about the customer potential recognition system in the article "MQL: how to recognize and sell to the most solvent customers".

4. Develop 2 introductory phrases to establish contact
One for the secretary / blocker. The second is for the decision maker (LPR).

To pass the secretary it is important: break the template and make it clear emdr therapy that your call is really important for the company, that it can not be missed or sent to info@*****.ru

To establish contact with the LPR, it is important from the very beginning to correctly designate the target (guide) for the call and how this call will be useful for the LPR.

Your sales managers probably know all the most common reasons - "lubrications" that customers say when they don’t want to buy from you.

Write them all and sort by frequency.

6. Write on 2-3 speech modules for objections
Start with the 5 most common excuses and objections. Ask each manager to write 2 different answers to each of the objections. Leave 3-4 of the most successful options for each of the objections.

7. Prepare 5 bids for sale
The first call is a mini presentation. After a mini-presentation, at the end of which there must be a question (for example: “What do you say?”), Reservations and objections usually begin.