6 Common Client Responses Flashcards
1
Q
Statement
A
Think. Talk. Shop
Think -“I want to read the material first”
Talk - “I want to speak to my wife”
Shop - “I’m going to make a call to my advisor first”
It is FEAR based
You need to probe for the root cause
Bandwagon approach
BOOK IT
2
Q
Objection
A
It’s NO for a reason
PROBE more then ADD VALUE
Know the need
BOOK IT
3
Q
Obstacle
A
Confirm the interest
OVERCOME and provide the SOLUTION
BOOK IT
4
Q
Question
A
Indicates an interest
Answer the question with a CLEAR & CONCISE
Check for understanding
BOOK IT
5
Q
Agreement
A
“Yes!”
Book it!
