A discussion about sales, sales tips and advice, and about those who land the deal

Here's our final tip on what to do when you're getting the run-around over the phone, courtesy of telemarketing expert Jim Domanski at Teleconcepts Consulting:

"I borrowed this approach from sales trainer Brian Jeffrey (visit: www.SalesforceTraining.com). His approach is to first empathize with the prospect and then question to determine if the objection is legitimate or a smokescreen.

Prospect: "Hmmmm. Let me think about it."

Rep: "I understand completely. If I were in your shoes I'd want to think about it as well."
"May I ask what concerns you still have?" Or,
"May I ask what's causing you to hesitate?" Or,
"May I ask what questions I've left unanswered?" Or,
"May I ask what your final decision will be based on?"

Needless to say, this type of probing gets the prospect to open up and helps you determine if the objection is real or otherwise."