During my time as an SDR, I’ve focused on developing listening skills that help me spot, internalize, and process sales objections as opposed to using scripted, reactive responses meant to lessen the unpredictability.
Being able to quickly internalize objections helps you maintain a natural flow in conversations rather than breaking things up with an “If prospect says X, then say Y” canned response. Using scripted, robotic answers signals to your prospect that you do not truly understand their needs and will result in a hang up.
The key to handling sales objections over the phone is keeping these scripts in the back of your mind, but not actually using them verbatim. Listening to your prospects, accepting moments when you get roughed up, and learning from mistakes will help you develop a finer understanding of selling situations and the logic behind them.
Here are a few scripts I have at the ready for common sales objections. read more here