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Timing - Rebuttals Flashcards

Regain control of the dialogue without missing a beat.

1
Q

Rebuttals

Timing Objections

A

Rebuttals

Regain control of the dialogue without missing a beat.

Go from “I/You” vocabulary to “We”

Turn Around Statements:

  • I wouldn’t expect you to, given where we’re at.
  • If you were to go with us instead of your other options, why would you?
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2
Q

Rebuttals

I’m Not Ready to Decide

A
  • I wouldn’t expect you to given where we’re at. Why don’t we decide whether or not I’m a good fit for this team? (Requires Certainty Loop 1 Vaccination)
    • Gain 3X Yes - Design, Company, Representative
  • Am I your guy?
  • Now that we have completed the purpose of this meeting most people are ready to decide on next steps. Are you open to some suggestions?
  • ABZ close
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3
Q

Rebuttals

I’m Not Ready to Buy

Stage 3

Agreement and Battle Plan

A
  • I wouldn’t expect you to given where we’re at. Why don’t we decide whether or not I’m a good fit for this team? (Requires Certainty Loop 1 Vaccination)
  • Gain 3X Yes - Design, Company, Representative
  • Am I your guy?
  • Now that we have completed the purpose of this meeting most people are ready to decide on next steps. Are you open to some suggestions?
  • ABZ close
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4
Q

Rebuttals

I Need to Think it Over

Stage 3

Agreement and Battle Plan

A
  • Absolutely, I wouldn’t expect you to take all of this on in one swoop! This is an important decision and we don’t want to rush things right?
    • Wait for Confirmation
  • Why don’t we decide whether or not I’m a good fit for this team? (Requires Certainty Loop 1 Vaccination)
  • Gain 3X Yes - Design, Company, Representative
  • Am I your guy?
  • Now that we have completed the purpose of this meeting most people are ready to decide on next steps. Are you open to some suggestions?
  • ABZ close
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5
Q

Rebuttals

We Always Sleep on Our Decisions

Stage 3

Agreement and Battle Plan

A
  • Absolutely, I wouldn’t expect you to take all of this on in one swoop! This is an important decision and we don’t want to rush things right?
    • Wait for Confirmation
  • Why don’t we decide whether or not I’m a good fit for this team? (Requires Certainty Loop 1 Vaccination)
  • Gain 3X Yes - Design, Company, Representative
  • Am I your guy?
  • Now that we have completed the purpose of this meeting most people are ready to decide on next steps. Are you open to some suggestions?
  • ABZ close
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6
Q

Rebuttals

My Spouse is Not Home

Stage 1

Establish an Alliance

A
  • When you plan a wedding what is the focus?
    • The couple
  • Exactly! I plan my projects around the people. I don’t design projects and ask my people to conform to my vision. Its crucial we hear from both of you… right?
  • If this is well worth your time, Does it make sense to schedule another meeting with them present so we can design this project around the both of you before finalizing numbers?
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7
Q

Rebuttals

This project is important to my spouse not to me

Stage 1

Establish an Alliance

A
  • When you plan a wedding what is the focus?
    • The couple
  • Exactly! I plan my projects around the people, we are all about celebrating life and relationships. I don’t design projects and ask my people to conform to my vision. Its crucial we hear from both of you… right?
  • If this is well worth your time, Does it make sense to do another meeting with them present so we can design this project around the both of you?
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8
Q

Rebuttals

Just Give me the Info and I’ll Pass it Along

Stage 1

Establish an Alliance

A
  • When you plan a wedding what is the focus?
  • The couple
  • Exactly! As a designer, I plan my projects around the people. I don’t design projects and ask people to fit me, that just doesn’t make sense, this is about you. Its crucial we hear from both of you… right?
  • If this is well worth your time, Does it make sense to schedule another meeting with them present so we can design this project around the both of you before finalizing numbers?
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9
Q

Rebuttals

This is My Project but I Need to Go Over this with My Spouse

Stage 1

Establish an Alliance

A
  • When you plan a wedding what is the focus?
    • The couple
  • Exactly! I plan my projects around the people, we are all about celebrating life and relationships. I don’t design projects and ask my people to conform to my vision. Its crucial we hear from both of you… right?
  • If this is well worth your time, Does it make sense to do another meeting with them present so we can design this project around the both of you?
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10
Q

Vaccines

I’m Waiting For Spring

Stage 3

Agreement and Battle Plan

A
  • That makes perfect sense, most people I meet have the assumption that waiting for spring will be better … why do you think a lot of them buy in the winter?
  • To be clear, we are 12 weeks out, which means getting started today will have us finishing in the spring. (Waiting for Spring is starting NOW)
  • I also want to be upfront with you, I don’t know what will happen by next spring but one thing I know is the pricing has only ever gone up.
  • So we can be sure the price will be higher by then though I don’t know how much, I’m sorry.
  • I promise to do everything in my power, whether today or next spring to get you the best deal possible, but just so we are clear, you won’t get a better deal in the future on a world class deck/pavilion/pergola.
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11
Q

Rebuttals

I Need To Finish Another Project

Stage 3

Agreement and Battle Plan

A
  • Sounds like you’ve got a lot you’re trying to tackle right now.
  • Why don’t we decide whether or not I’m a good fit for this team? (Requires Certainty Loop 1 Vaccination)
  • Gain 3X Yes - Design, Company, Representative
  • Am I your guy?
  • What if we were able to get both projects done, with no added cost (time or money) to you? Would that be worth exploring?
  • 18/10 Close
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12
Q

Rebuttals

I Need to Talk to my HOA

Stage 3

Agreement and Battle Plan

A
  • Yes! You’re exactly right, after we get the plans drawn up you’ll want to go to your HOA for approval.
  • If we get those drawings going today we can talk to your HOA by next week, does it make sense to prepare something for your HOA?
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13
Q

Rebuttals

I Don’t Make Same Day Decisions

A
  • Set the intention - (This is an opportunity for them to select their contractor - Certainty Loop 1)
  • What has prevented you from doing anything until now?
  • What are some reasons now is a good time to do this?
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14
Q

Rebuttals

I Might Need a Permit

A
  • Most Cities Request a Permit for Structures over 200sq ft Print or Structures attached to home. Good new is you’re working with the best of state.
  • If you decide to permit, you’ll have all the resources you need.
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