Anticipate your prospects' objections

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No matter what prospecting channel you use, it's highly unlikely that your prospects will be directly ready to buy your products or services. Most of them will present you with objections to purchasing—and you need to be prepared for that!

So think about the different objections that potential customers might raise. For example, they might object to...

On their needs , when they do not perceive the interest of your offer for them (“I don’t need it”)
On the price (“I don’t have the budget for that”)
On timing (“I don’t have time to talk to you”)
On his decision-making capacity (“I am not the decision-maker on this subject”)
Once you have studied this typology of commercial objections, think about the right arguments that will allow you to bounce back and continue to build a commercial relationship with your prospect.

To delve deeper into the subject, visit our article detailing chile phone number data techniques for responding to your customers' objections .

Prepare each exchange with your prospects in advance
In terms of prospecting techniques, if you've followed the previous techniques, you're now ready to get down to business. Wait a minute! Every time you plan to make contact with a potential client, you need to make sure you're well prepared .

Before you go prospecting or pick up the phone, check that...

You have reviewed the information you have on your prospect and their company
You have anticipated the questions you want to ask him to find out more about his needs
You have prepared your prospecting file , to note down everything he will tell you in your exchanges
You have at your fingertips all the elements you could need to legitimize your business and its offers: commercial brochure, price list, customer cases to present, etc.
Adopt a resolutely human commercial posture
This time it's for real: you're ready! One of the key prospecting techniques involves your attitude when approaching contacts during the prospecting phase. Your goal should be to create a personal connection with them.

To do this, you must not only be in the pitch or the sale, but also in active listening , to really understand their needs, and be able to respond to them with a personalized, adapted offer. This allows you to position yourself not as a pure seller, but as a provider of solutions for your interlocutor.

And to know what stance to adopt, there's nothing like quickly identifying your potential client's relationship profile so you can adapt to it! There are four main relationship profiles: do you know them? If not, check out our article on the Profiloscope (©) Booster Academy : you'll learn some good practices to apply to your prospecting!