Every type of sale requires that the prospect has NEED, WANT, and AFFORD.
We know that they NEED ______, yes? We know they can AFFORD a_________ pr day.
So it's up to you & I to create or stimulate the WANT.
We need for YOU to be more persuasive.
You see, Mr/Mrs ____,
we really do care about our customers.
We're asking you to take and look and compare. I believe that you will be more than a little bit surprised at what we offer. I can set up an appointment for you any day next week. When our expert comes to your house to show you what we offer, YOU decide. Would that be fair enough?
Mr/Mrs _________, don't you owe it to yourself to take a look?
You are one of 7-10 TM'S who're going to contact the same people this week.
"WHY SHOULD I LISTEN TO YOU,TM? WHAT'S IN IT FOR ME?
More bang for my buck? More peace of mind for my bucks? Will I get the best value anywhere in NEW YORK?"
From the moment of contact,
focus on providing the listener with a reason to listen.
EVERY SINGLE PHONE CALL ENDS UP WITH A RESULT: GOOD or BAD, THAT RESULT DEPENDS ON HOW MUCH VALUE THE LISTENER RECEIVED.
The tools of a TM are: brains, and voice. That's it.
Why not use them as if you're reaaallly serious?
If you're going to bother doing something, there's going to be a record of your performance.
If you perform today just a tiny bit better than yesterday, your income will go up this week.
Use your tools: BRains, and voice.
The 2 things that decide how much I make today are my brains, and my voice.
That's why I am a TM
Whatever effort I make
in the next 4 hrs
will show on my paycheck.
My mood, my voice, & my brains
will determine my income tonight."
80% of all the sales in this country occur AFTER 4 or 5 resolved objections.
custom-printed for Mr. Allen Anderson
1) Mr/Mrs ___, don't you owe it to yourself/your family....to take a look?
2) Mr/Mrs _____, the whole system will be yours.... to keep. You'll
take a look, and then YOU decide. Would that be fair enough?
3) Mr/Mrs _____, is YOUR peace of mind worth a cup of coffee? 65 cents!!
We believe we can give you a much better deal, Mr/Mrs ___, and...
ALL we ask is that you look and compare.
We're #1 on LI, Mr/Mrs __, we believe you will be more than a little bit surprised.
JUST LOOK, AND COMPARE. WOULD THAT BE FAIR ENOUGH?
I'll set up an app't for you on ___, or ____;
WOULD THAT BE FAIR ENOUGH?
custom-printed for Mr. Allen Anderson
It's really not the words that you use.... please
stop during every shift and then consciously, intentionally
remind yourself that it's all about Focus... HOW you say it.
Are you as good as you said you were when you got hired?
BE MORE CREATIVE IN ANSWERING PEOPLE'S OBJECTIONS!!
USE THE CUSTOMER'S NAME OFTEN !!!
If you can create better rebuttals than those I share w/you, please do not tell me:
TELL THE CUSTOMERS!! They'll pay you MUCH more $$ than I will.
IF YOU'RE TOO LAZY TO PRODUCE YOUR OWN,
I EXPECT TO HEAR YOU USING OUR POWER STATEMENTS THAT WORK.
YOU MUST REMEMBER THE DIFFERENCE BETWEEN "No" and "NO!!"
No = "You haven't given me enough reasons yet."
NO!! = time to move on to the next prospect.
YOU NEED TO BE MORE PERSUASIVE.
Are these just words on a page, or are you intelligent enough to understand them?
When you hear someone say our oil is too expensive, you should be SHOCKED !!
"Mr/Mrs ____, you and I both know that you get what you pay for in this life;
we install FREE equipment in your house so that you can reduce your oil use by 5, 10, & 20% IMMEDIATELY..... every single month after month after month... starting right now!!!!
ON AN ANNUAL BASIS, EVERY YEAR, YOU PAY LESS USING Masada.
THERE ARE NO HOOKS OR CATCHES; It's ALL IN WRITING.
Let us prove it to YOUR satisfaction; it only takes minutes to show you.
I can set up an appointment for you ANY day next week. When our expert
comes to your house to show you what we offer, YOU decide.
WOULD THAT BE FAIR ENOUGH?
More than _______families here on LI depend on us every month, Mr/Mrs _____, because we provide the SINGLE HIGHEST LEVEL OF SERVICE of any oil company doing business. Our equipment even tells us when it's time to make a delivery!!!.... assuring that you'll never run out of oil during those cold winter months. We really do care about our customers.
"We're asking you to take and look and compare, Mr/Mrs__________, I'm SURE you'll be pleasantly surprised. I can set up an appointment for you ANY day next week. When our expert comes to your house to show you what we offer, YOU decide.
WOULD THAT BE FAIR ENOUGH?"
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