Step 1 (Page 45) Disarming Early Resistance

Question 1

Examples of Early Resistance:

• “About how much are you?”
• “We aren’t going to buy anything today.”
• “We don’t need to see anything, just give us a price, we’re in a hurry.”
• “We know you’re a good company…”
• “Were getting several estimates.”
• “We would never buy in the first day.”
• “We can’t do anything today.”
• “We are looking for the lowest price.”
• “We need you to beat our lowest estimate.”

Answer 1

Go to “Answer” #2

Question 2

1

I understand and… let me put you at ease…

Answer 2

I’m here with the understanding that you are looking for some ideas and a price.

And that you may or may not be ready to do anything right now.

Question 3

2

And if you’re like most people,

Answer 3

Two of your concerns might be to
2 avoid an uncomfortable experience with a salesperson and to avoid
paying more than is needed. Am I close on that?

Question 4

3

It’s my hope to provide you

Answer 4

It’s my hope to provide you with a service that’s valuable enough that when you are ready, that Swifthand Painting will be the first company you call for your project, fair enough?

Question 5

4

Get back on track…

Answer 5

“By the way, what did the office say I would be doing for you today?”