WEEK #4
#16 TIP #3 FOR FOLLOWING UP LEADS
Follow a script! Have a well
planned response. It will help you overcome the fears some business owners
experience when making that initial call.
#17 THREE TIPS TO OVERCOME
OBJECTIONS
If you can just get prospects to
chat with you a bit and resonate with them, they will often agree to an
appointment. TIP #17: NEVER argue with an objection. Whatever the prospect says
is all right. Just say, "I understand", or "That's
fine", or "I hear that from time to time", etc.
#18 TIP #2 TO OVERCOME OBJECTIONS
Ask permission to ask "Just a
couple of quick questions". Remember this phrase! It's the sure-fire way
to keep the prospect engaged. You say, "I totally understand. Before I let
you go, may I just ask you a couple of quick questions about that?"
#19 TIP#3 TO OVERCOME OBJECTIONS
Now ask questions that get at the
prospect's feelings or opinions. Don't ask questions that attempt to qualify
the prospect for your product or sefvice. Make it about the prospect, NOT YOU.
Let's pretend the prospect just said, "Just send me something in the mail
and I'll look it over." Don't argue with the prospect and say it's
no trouble for you to stop by with it. Instead, simply say, "I'd be happy
to send you some information. Now of course I want to make sure I send you
material that's most relevant to your interests, so let me just ask you a
couple of questions to narrow that down". Bingo! You're off to a great
dialog.
#20 YOUR VALUE PROPOSITION
Always remember only ONE brand can
own a proposition. So take a look at how your competition positions themselves.
Look at their tag lines. Read the "about us" on their websites.
Palmolive positions itself as "the only soap that softens hands while you
do dishes". So make sure your proposition is distinct.
Marty Kahn, SCORE Mentor
Visit us at: www.scoresouthflorida.net
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