· Encourage them to come up with their objections:
You must necessarily learn the art of empathizing with the customers to uncover their objections first to understand their concerns and doubts. You should have a set of pointed questions to elicit this information from the prospects if you want to effectively maximize lead generation in India. Once you are aware of their doubts and objections, the next step is to clear them.
· Keep ready a list of responses:
Having identified their main objections, you must have a set of responses ready with you. You should prepare responses for different types of objections- about the quality, price, suitability, or service etc- for countering these objections. These responses should be listed in a manner convenient for your sales people to spot quickly when needed as soon as the objection is raised. You could list them in a spreadsheet or just attach them on a printed sheet near the phone desks of salespersons, for example.
· Add regularly as you learn from experience:
This list is not final by any means, keep adding to it to make it more exhaustive and effective as you learn from experience. Keep uncovering possible objections as you deal with new customers and prepare best possible responses for them. It would be better if you have multiple responses for each objection; rank the responses according to their success rate for future use.
One important step in the process of maximizing lead generation in India is to clear the doubts raised by the customer. Present yourself in a positive light by identifying the objections and preparing effective responses for those objections.