Sales Differentiation Flashcards
Finish this sentence: Don’t overcome objections…
Resolve concerns
What is the standard response to, “I’m happy with EF?”
I’m not surprised at all by that. Most of my initial conversations with our current clients began with them saying exactly the same thing.
What question could you ask to create an opening, after a prospect says, “I’m happy with EF?”
May I ask you one question? (Wait for approval)
What question could you ask to assess what, “Happy with EF” means?
Are you happy or would you say that you’re satisfied with EF?
When someone says they’re HAPPY with EF, what does that mean?
If you’re happy, that’s like getting an A on a report card. It means that your current provider exceeds your expectations each and every day.
When someone says they’re SATISFIED with EF, what does that mean?
If you’re satisfied, that’s like getting a C on a report card. It means your minimum expectations are being met.
If after they’re pressed, they claim to be happy with EF, what question could you ask them to gather information into what that means?
That’s wonderful to hear. May I ask what EF is doing for you that exceeds your expectations?
If after they’re pressed, they claim to be satisfied with EF, what question could you ask them to gather information into what that means?
Might I share with you why our clients, who felt the same way you did, decided to take a closer look at our company and what they found when they did? (wait for approval)
What are 3 of Explorica’s most compelling differentiators?
We are constantly pushing the student travel industry forward. We are only company to offer both Premium and Value travel options, only company to automate the recruitment process, only company to include tipping
What are 3 of WorldStrides most compelling differentiators?
We are the only company to offer up to $600/pp in financial aid, only company to offer LEAP activities, only company to offer 3 free college prep credits
What question could you ask to confirm that you’ve built value with your differentiators?
Given what I’ve shared with you, do you feel as though you have the absolute best, for the cost you’re paying?
