Verbal Communication

Question 1

What % of the sale do words make up?

Answer 1

Only 7%.

Question 2

If words don’t make up very much of the sale, why are they important?

Answer 2

You don’t miss sales by a few dollars, you miss sales by a few words.

Question 3

How many key words are potential objections and what are they?

Answer 3

5.

Price
Trade-In
Payments
Down Payments
Trust

Question 4

Explain Price being a potential objection.

Answer 4

It’s always a question or concern, but price is number 16 on their list of buying motives.

Most salespeople only hear price though, and that all they talk about.

Question 5

Explain Trade-In being a potential objection.

Answer 5

You must watch your words and do not knock their trade or toss out stupid numbers on its value to get their reaction. You’ll get a reaction but you won’t like it.

Question 6

Explain Payments being a potential objection.

Answer 6

This is really a budget issue if you say the right words and handle it right. Learning to bypass price and build value is the key.

Question 7

Explain Down Payments as a potential objection.

Answer 7

Say the right words (scripts), you’re OK. Choose the wrong words, you’re toast.

Question 8

Explain Trust as a potential objection.

Answer 8

Trust is critical. They don’t know you, like you, or trust you (at least not yet). That’s what the selling process and the words you say are designed to help you accomplish.

Question 9

How do we add our own objections?

Answer 9

By not listening and by saying the wrong things.

Selling is like running a race with hurdles. There are five on the track and 50 more on the sidelines that somebody throws out any time we don’t handle the sale professionally.

Question 10

Explain profanity in sales.

Answer 10

There’s no place for it at work. Pretend you are at church or wake up and show respect for the person in front of you.

Question 11

Explain Trade Slang in sales.

Answer 11

It costs you money. Your customers do not know the terms so don’t use them.

Question 12

Instead of Buy or Sell, say:

Answer 12

Own.

Question 13

Instead of Price, say:

Answer 13

Current Market Value.

Question 14

Instead of Price (used), say:

Answer 14

Live Market Value.

Question 15

Instead of Sign, say:

Answer 15

OK - Approve.

Question 16

Instead of Monthly Payment, say:

Answer 16

Monthly Investment

Question 17

Instead of Down Payment, say:

Answer 17

Initial Investment.

Question 18

Instead of Contract, say:

Answer 18

Agreement.

Question 19

When should you pre-qualify people?

Answer 19

Never. 78% are going to buy and you can’t tell who won’t by looking or by asking dumb questions.
Talk to everyone as if they can buy, will buy, and are going to buy from you.