In sales, it is not uncommon that we encounter objections. Prospects would like to know what benefit they'll be getting. Here's some tips on how to avoid getting these objections.

1. !
MISTAKES THAT
ATTRACT SALES
OBJECTION
How to Turn it into a Success!
5

2. Sales is not as easy as calling a
prospect and setting up an
appointment. All the pressures that
you experience in creating and
implementing your sales plan to
reaching your target sometimes feel
too much.
They pressure themselves and all they
can think about is to close a sale
which leads them to make simple
mistakes. These simple mistakes
sometimes attract objections from
prospects.
Regardless of the size of your
business, marketing and sales are the
ones who generate revenue in an
organization.

3. HERE ARE THE 5 COMMON
MISTAKES SALESPEOPLE MAKE
THAT ATTRACT OBJECTIONS
!

4. MISTAKE #1: STUDY SHOWS THAT 42% OF SALESPEOPLE
DON’T HAVE ENOUGH INFORMATION BEFORE CALLING A
PROSPECT.
Preparation is the key to success but most sales reps find themselves
calling and hoping for the best on every call. Don’t generalize your
prospects. Don’t think that you can call them and expect the same
scenario because every prospect has different needs.

5. By asking questions about
their current setup (What
they’re using,for how long
and if they have a provider,
etc.)
If you have enough knowledge you may be able to turn objections
into a possible lead.
Sales expert or not, you
need to make sure you’re
aware of the product and
services that you’re
offering
Offer your product or
services. Focus on what you
have that can benefit them
most.
How?

6. MISTAKE #2: WHEN DOING TELEMARKETING, YOU MUST
BE AGGRESSIVE, BUT IN THE RIGHT WAY, ESPECIALLY
WHEN ASKING QUESTIONS TO YOUR PROSPECT.
Assertiveness is one of the good habits of a productive salesperson when
it is done properly. It shows confidence and gives a feeling that you know
what you’re talking about. However, becoming overly assertive, can
create an aggressive tone. Being too pushy will cause prospects to brush
you off.

7. Express yourself
effectively and be direct
to the point. While
respecting the rights and
beliefs of the person
you’re talking to.

8. MISTAKE #3: YOU WERE LEFT WONDERING WHAT
HAPPENED. NEVER DISREGARD WHAT YOUR PROSPECT IS
SAYING JUST TO GET WHAT YOU WANT.

9. Scenario
Sales rep: “Hi! My name is Anna from XYZ company. I’m calling about your
software. I understand you are the best person to talk to about this?”
Prospect: “Now is not a good time to talk.”
Sales rep: “That’s okay, I understand. You see, we are a software reseller
and I understand you are the best person that I can speak with who can
decide on this one, am I correct? ”
Prospect: [Hangs up]
You’re only implying that you are not listening. Most people
hang up when being ignored.

10. Listen to your prospect.
When you listen and respect
their time, they are more
likely to listen to you the next
time you called. Plus, you can
use this as a reason for your
next call.
If you’re into this situation
you can say; “That’s okay. I
understand. So when is the
best time to give you a call
back?” Then, immediately
thanked the prospect and
end the call gracefully

11. MISTAKE #4: BEING DEFENSIVE MEANS LACK OF
CONFIDENCE OR A FORM OF INSECURITY

12. Scenario
Only discuss information your prospects need to hear. If the prospect
hasn’t brought it up, giving too much information leads to an
uncomfortable conversation.
Sales rep: I’m just wondering, have you worked with XYZ
company(number 1 competitor) before?
Prospect: Yes! We’ve worked with them for a year.
Sales rep: We provide better service than them. You see, they have many
issues with their clients. Our services include … and you can definitely
benefit on this one.
It’s okay to discuss about your competitor. However, NEVER
bring other brands down. Even when prospect bring it up.

13. If the prospect mentioned
something your competitor
didn’t do, you can push the
benefits of your product or
service and offer that you
can help them on that issue.
Ask what are the concerns
and the need of the prospect
and offer what needs to be
done to turn the situation
around.

14. MISTAKE #5: YOU CAN USE A SCRIPT OR YOU MAY NOT –
EITHER WAY IS FINE. BUT SOUNDING LIKE YOU’RE READING
A SCRIPT IS A TURNOFF TO EVERY PROSPECT.
When a salesperson sounds like they’re reading from a script, prospects will
feel like they’re talking to a robot and won’t feel bad if they hang up the
phone.

15. Use the script as your guide (In case you forget something).
Speak in your natural tone for the entire duration of the call.
Speak slowly. Know when to pause and when to stop. Don’t
know how long? Around 2 counts.
Be conversational. Try to use conjunctions to connect your
words. (NOTE: You may use fillers but minimize them)

16. DON’T COMMIT ANY OF
THESE 5 SALES MISTAKES
THAT ATTRACT OBJECTIONS.
USE THESE TIPS AND TURN
MISTAKES INTO A SUCCESS.

17. THANK YOU
www.callbox.com.my
+60 3 2772 7370
info@callbox.com.my