Every working day of a B2B lead generation company is full of instances where sales persons receive an objection and fail to counter it. This may sound like a routine affair but every time it happens, B2B lead generation company loses a promising lead without being able to close it into a deal. Handling these sales lead objections efficiently is imperative to make the lead generation program successful, and unfortunately most people are just clueless about how to do it.
One simple method to deal with these objections is to make a list of every single objection that comes up during a phone call or a face to face meeting, find a counter for it and make a list of these responses. What’s important for every B2B lead generation company trying to run a successful lead generation program is to keep this list handy for their sales people so that they may find the suitable counter for any objection raised instantaneously.
You can file these responses in a spreadsheet, in printed sheets pinned on every sales representative’s table in your office, in html link in a word file or some online cloud application if you are familiar and comfortable with it. The bottom-line is that you should have a list of such responses prepared so that no prospect draws a blank from your sales reps in response to their objections.
Just preparing a response list will not be enough, you must understand that it’s a continuous process. Keep adding new objections and responses to these objections. Try to have more than one response to every objection and assess the success rates of each counter. Only a B2B lead generation company that is prepared to work hard to satisfy its customers can succeed in this fiercely competitive world, and countering the objections of your prospects is one of the most important aspects