Cash Cards Flashcards
I’m just looking around.
Sure thing. My job is simple, I’m here to provide you with all the information you need to make the best decision moving forward.
Tell me, are you local? (Insert any pointed question to get them talking.)
[Your buyer says they are looking because they are trying to avoid a confrontational salesperson. Take the information approach to lower their guard.]
We’re going to wait until…
I understand, and I can respect that you’re waiting until (time/date.)
Time is a funny thing - it just goes by regardless of what we do.
You mentioned that you like the idea of (3xFAB) - if you’re anything like me, you probably don’t enjoy waiting for the things you like.
Let’s get this done so you can spend the time you were going to actually enjoying your (machine/feature/trip.)
How would you like to handle the payment - finance or check?
[Take time out of the deal. Be prepared for pricing objections as this may be the reason they want to wait.]
Just send me an email.
Sure, no problem. What’s the best email for you?
Perfect - I’ll assume you get a ton of emails and I want to make sure mine is valuable.
If there was one thing I could include that would pique your interest the most, what would that be?
[Agree immediately to send the email and ensure you collect information from your buyer so you don’t have to guess what they’ll be interested in.]
Your price is higher than theirs.
I understand. I like to save a couple bucks when I can, too.
Tell me, if our product was the same price as theirs, who would you rather do business with?
‘You.’
Perfect! Why would you rather do business with us if the prices were the same?
‘Because you guys do/are X.’
Yes we do/are! (Continue to ask “why?”)
Now you can see why Hicklin adds value to your experience, and we charge a few extra bucks. Let’s get this rolling!
[Asking your customers to explain why they’d choose you helps them sell themselves on your value.]
Now isn’t a good time.
I completely understand and don’t want to take up too much of your time.
I’ll be quick - I’m here to make the process of finding the best machine for you as easy as possible and wanted to reach out on the off chance that we can do for you what we do best.
Tell me, do you… (pointed question.)
If your customer still doesn’t have the time, politely ask for their email where you can send info and ask if they are available at a different time.
[There’s a chance that it’s truly not a good time. However, there’s a chance that it is a good time - they just need to be pitched, to understand why you’re calling.]
I need to think about it.
Sure, I get that.
I don’t make any decisions without thinking about it first, either.
Tell me, on a scale from 1-10, 10 meaning you’re ready to move forward right now and a 1 meaning you wouldn’t do this if it were free, where would you put yourself on that scale?
What would make it a 10 right now?
[Since ‘thinking about it’ is NOT the reason they aren’t closing, be prepared to handle additional objections.]
I need to talk to my spouse.
Sure, I understand!
I always like to run my decisions by my S/O as well.
What would you do if they said no?
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‘I’d do it anyway!’
Awesome, how do you prefer to handle payment - finance or check?
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‘I wouldn’t do it.’
I gotcha, what would they be saying “no” to? The machine, price, or payment?
[Be prepared for your customer to tell you that they have a pricing objection since oftentimes the spouse is not the real objection.]
Is that your best price?
Yes sir, (customer.) Our customers always appreciate the time we save them by giving our best deal upfront.
Not only are you getting the best deal, but I’ll be here to give you my personal attention to make this the best experience possible.
Let’s get this done so you can get out on your machine and take care of everything else on your plate.
[Ensure your buyer that they are receiving your best price and quickly transition into the value of your personal level of service.]
It’s too expensive.
I hear you, I understand.
When you say it’s too expensive, do you mean you found another price through someone else or that this is outside of your budget?
(Be prepared to handle budget objections or pricing objections from a competitor.)
[Expansive compared to what? Your buyer is being too general, try to move them closer to the real concern so you can handle it like a pro.]
