Telemarketing: Using the Telephone as a Sales Tool

Handling Objections and Closing the Sale Objections Are a Good Sign When a prospect raises an objection, it doesn't mean the conversation is over — it means they're engaged. An objection tells you the prospect has been listening and is thinking seriously about what you've said. In fact, a prospect who raises objections is often a better buying indicator than one who says nothing at all. Consider this: **63% of sales are made after the fifth contact**, and many customers don't buy until after 8 or even 12 interactions. Yet 75% of salespeople give up after the first rejection. That's why 20% of the sales force typically produces 80% of the results — persistence and preparation make all the difference. Here's your mindset: objections are roadblocks to be cleared, not dead ends. Prepare a list of common objections and your responses **before** you begin calling. When you're ready, you can handle anything without hesitation or embarrassment. Closing Strategies You don't need a dozen closing techniques — two or three that you use consistently and confidently will serve you far better. Here are some proven approaches: **Direct Questions:** *"Are we ready to move ahead?"* / *"When can we get started?"* / *"Shall I write up the order?"* **The Ben Franklin Close:** Draw a pros-and-cons list together. Let the prospect fill in