In other words, we need to train the

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Executives are finding that their sales reps are giving up before the prospect is ready to agree to an appointment. What we need to do is A) teach the sales reps how to effectively handle the initial resistance they encounter, and then B) teach them how to persist long enough to continue asking for an appointment until the prospect agrees.

Resist Sales Objections To teach reps how to handle initial resistance, we developed a playbook of scripted responses that allow reps to effectively handle the objections they encounter over and over again. Knowing how to confidently handle these objections is the first step in teaching reps how to persevere in the face of rejection.

The second step to persisting long enough to eventually get an malta telegram data appointment is to teach the rep that it’s not only okay to get a few nos or objections, but actually necessary to do so. rep that the more nos they receive, the closer they are to actually getting an appointment.

There are many ways that frontline supervisors and managers can coach and train sales reps on prospecting and closing sales calls, but a new way to teach them to actually expect a no is to turn it into a game, using Bingo as a model. Sales Objection Bingo As many of you know, Bingo is played by matching numbers on a game card, which has 24 numbers arranged in a 5 x 5 grid.

Once a player completes a "bingo" pattern, such as five numbers in a vertical, horizontal or diagonal row on one of the cards, they win the game and/or a prize. Replace the numbers on the cards with the abbreviations for the objections. For example, she might write "NI" (for "Not Interested"), "NM" (for "No Money"), or "SI" (for "Just Send Some Information") in one of the squares.

Then pass out a card to each rep during their call. Instruct the rep to cross out one of the squares when they receive the corresponding objection. The first person to complete the "bingo" pattern wins! The beauty of this idea is that by making receiving objections or no’s a game, reps not only accept them, they expect them.

In fact, since reps typically receive multiple objections or no’s per call, the practice of filling out Bingo cards will train reps that the more times they ask for appointments (and therefore receive more objections or no’s) during the same call, the more times they “win” in the game.