Obj Handling: If They Dont Give You Bill # When You Ask Flashcards
When we ask “Just so that I have a visual, what do you pay for power here each month?”
And they won’t open up to tell you the $$
What do we say next that lowers their guard so that they give us a truthful response?
HO: my bill is fine, it’s not that bad
Rep: “not that bad?” just so that I have a better understanding of what you mean when you say “not that bad”
Like in terms of the dollar amount…what did you see on your bill last month just so that I’m caught up to speed?
HO: my bill isn’t bad seriously I’m fine over here
Rep: sounds like things are going fairly well for you. I mean, “Not that bad” means different things to different people.. help me better understand what you meant when you said your power bill “isn’t that bad”. Like, In terms of the dollar amount that you PAID last month, what did you see on your bill? just so that I have a clear visual..
____________________________________________
Notes:
9/10 times I just repeat these two cards over and over until they tell me the # or tell me to F off.
If you don’t receive the answer from them, DO NOT skip and move forward with your pitch!! You must add different framing comments and different trailing statements around the question to get them to open up before you move on to the next phase of our pitch
BUILD HURT W/ HO’s WHO STILL WONT OPEN UP
____________________________________________
Notes:
Okay. Let’s talk about what happens after HO gives you the # they are paying on the bill, but when you ask them if they’d like to pay less… they say no, I’m good with what I pay now.
How do we build hurt off a no? Remember, them saying no I don’t care to pay less for power “I’m fine where I’m at”, does NOT give us permission to skip the building hurt phase and pitch meat and tators! We MUST build hurt! A lot of setters skip this phase and move on and is the reason we almost never get the set.
Here’s what you can say through story telling. Works EXTREMELY well!
Okay let’s pretend for a second that you get your power bill at the end of this month from FPL and at the top right, your bill costs $191 (use the literal # they say they’re paying).
And at the bottom of the page in black ink it says “John you have used and you owe us … $191 this month. But… you know what John, you have always paid us on time and we happen to like you a lot; so.. moving forward… you can pay us less than $191 every month if you like”
Tell me John, if FPL actually did that, would you pay them less than what you currently have to pay - on your household bills?
HO: well obviously
HO: well obviously. Who wouldn’t do that?
Calmly say.
Yea.. that’s exactly why I’m here.
Slick and explain Net Metering Program!
____________________________________________
Notes:
NOW - we may move on because we built hurt and we didn’t skip over it. We had to reframe the question a few times to get them to open up, but we successfully built hurt!
We overcame their objection and got them to agree with us by creating a story (imagine if FPL..). This got them to think about FPL saving them money and not the salesman on the doorstep asking them a trick question. We took the pressure off ourselves and through the power of story telling, we got the real answer from them.
It’s hard for them to disagree with us at this point.
