Effectively creating quality B2B sales leads in large numbers is always a great challenge for top lead generation companies like The Global Associates especially in this era of super-busy decision makers and ever-intensifying global competition. One must adopt state-of-the-art technology to stay in the competition today, no doubt, but the process of generating B2B sales leads almost always begins with a meaningful dialogue between a salesperson and an interested customer. It’s imperative to clear the doubts and queries of the prospect first to take the sales process forward.
Following is an effective 3-step formula to accomplish this objective.
- Encourage their queries and objections
You must empathize with the customers in order to uncover their objections first, this will help you know them better. Having a set of pointed questions will enable you to elicit this information from them. Once you identify their doubts and objections, you would be in a much better position to go on and clear them.
- Prepare a list of effective responses
You need to efficiently address customer’s objections to make your B2B sales leads effort more successful. Be ready with a set of effective responses to their possible queries. These objections/ queries could be about quality, price, suitability, service, and so on; they have a set of ready responses to counter them quickly and effectively. Your sales reps should have these responses with them in a way that allows them to use them efficiently.
- Have multiple responses
Don’t be satisfied with your present responses, keep adding to your list to make it more exhaustive and effective. Uncovering possible objections and preparing multiple responses should be an ongoing process; it would enable you to examine their effectiveness and convince the prospect to use your products/ services. Rank the responses according to their success rate as it will tell the salespeople which ones to use first of all.
Clearing the doubts raised by the customer is imperative for effectively generating B2B sales leads in good numbers. Try to first identify the objections and prepare multiple responses to effectively satisfy the customer to be more successful in this endeavor.