· Uncover their objections
One must learn to empathize with the customers in order to uncover their objections and know more about them. Having a set of pointed,open-ended questions to elicit this information from the prospects is helpful. You will be in a position to go ahead and clear the customer’s objections once you have identified them.
· A list of effective responses
Just identifying the objections of the customer is not enough; answering them effectively is essential to generate business leads successfully on a regular basis. You should be ready with a set of responses for every possible doubt/ objection. You could expect objections about the quality, price, suitability, or service etc;you should be able to counter these objections promptly and satisfactorily. It’s mandatory to prepare a list of these responses and making them available for your sales persons in a handy manner to be more effective.
· Be ready with multiple responses
Last but not the least, it’s necessary to keep adding to the list to make it more exhaustive and effective. Your salespersons should keep noting every new objection so that responses could be prepared(preferably more than one response for each objection).This will enable you to examine their effectiveness so the best one is mostly used by your reps.
Clearing the doubts raised by the customer is essential in order to create business leads regularly in good numbers. You can convince the customer about your capability by identifying possible objections and having a set of effective responses for answering them quickly and efficiently.