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Can you give me a discount
Dealing with discounts is a part of the sales process. Learn how to accept the offer but add value or get a decision in the sales process. Trading discounts for results must also be profitable.
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Fundamentals of handling objections
"If you can-t handle objections you will not stay in business If you can develop the techniques to answer, overcome, circumvent, dismiss or ignore objections or resistance you will be eminently better at what you do. "
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Getting the appointment after you have sent the quote
"You receive an urgent call for a quote on your product or service. This article looka at the ways to retain interest, control and attempt to gaina face to face appointment to discuss your offer "
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Handling competition comments as objections
"What do you say to critical, unfair or untrue comments from your competition when a client uses them back to you in the form of an objection? This article explains you options and answers"
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How to get beyond I want to think it over
"An honest look at what to do, say and ask customers who put up this objection. A wide range of scripts, answers and questions ready for you to adapt"
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How to shelve objections
"What you dont want to happen is this objection to completely sabotaging your presentation so that if you cant answer the objection satisfactorily you lose the opportunity to help the client make a positive decision about your offer. Answers, questions and statement ready for you to use"
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I agree with every thing you have said but I still want to wait
You must try and ascertain the real reason for the procrastination. If you can uncover the reason why the customer won-t act then you can present alternatives as to why they should act. This really is a matter of knowing how to probe without being too pushy.
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I already have an adviser or supplier of your services
"Being in competition, invites people to use the ambiguous objection that their problem is solved because they already have a supplier of your service, products or ideas. It is a good time to check how strong that relationship is and whether there are any flaws in it. Excellent probing skills are shown"
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I'm already loaded up with time payments
"As the popularity of paying for goods and services by credit card is firmly entrenched, sales people need to understand how to harness this situation in the sales process. The priority for payment needs to be addressed in what the product does for people and the benefits it bestows."
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I never make snap decisions
"It is your job as an educator, helper, problem solver, time saver or money saver to find out what would induce the customer to make a decision. Here are some ways to answer this objection. "
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I want to get some other quotes
"While this may seem a fair request by potential customers, is getting a quote the beginning of the end game or is it a lame excuse not to make a decision? Discover the gold in how to handle this deal staller"
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I want to talk it over with my accountant
"Make the accountant part of the solution process, not see them as a stalling mechanism to the deal. To do this there are some things you will have to do in your tactical approach to this situation. Proactive value"
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