Qs That Sell Flashcards
Response to objection/stall:
“I need to talk it over with…”
“Great, I’m happy to hear that you will follow thru on that.” (Step 1 – Agree)
“Based on what I have presented to you, what do you like the most?” …AND/OR… “Of the areas we have discussed, what might cause you some concern?” …AND… The MOST IMPORTANT “Is this something you are willing to recommend?” (Step 2 – Clarify)
• If I get a YES, move on to more qualifying questions like:
“When will you be discussing the proposal with him?”
“Would the three of us be able to get together and address any issues that might come up?”
“What issues do you see as most important to him?”
Now that Ia firm timeline, ask the prospect to imagine with me the next step in the buying process.
• “Let us pretend for a minute that you are meeting with your boss [board, committee, team leader, etc] about this proposal. What exactly will you be sharing with them?”
Response to objection/stall:
“Send me the information”
“I would be glad to forward you some information” (Step 1 – Agree)
“So that I get you the right information, what specifically are you looking for?” …OR… “What specific information would be of particular interest to you?” (Step 2 – Clarify)
NOTE: If the prospective client answers a clarification question using one of the following words, then chances are good that this is a genuine oppty – “We’re looking to achieve…fix…solve…eliminate…avoid…secure…improve…” If the customer responds with “Send me whatever you have” this is not a legitimate oppty.
“I’m going to put together some information that you will receive by this Monday. Will that work with your time frame? (Step 3 – Legitimize)
- When prospective customer answers yes, follow with something like, “Assuming your need some time to look over the information, when should I call you back to discuss this further?”
- Proceed with the legitimizing process…
“Okay, I will get you the information on Monday. Let us assume for a moment {the specified date} is here. You have reviewed our information and are pleased with what you see. What do you feel will happen next?”
