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 You Want to Think About It?
...mind but figure out what they are thinking – why they want to put off the decision. You can't deal with the real objection (what they are thinking about) until you know what it is. o You could a...
- Spouse
...ople that are unhappy with the rate but are telling you something different. Bottom line: you can't deal with an objection you do not know about.
What if you go through the product clarification an...
- Avoiding the Procrastination Objections
...r some other real objection they have, but one they don't want to tell you about.
The best way to deal with any objection is not to get it in the first place! Here are some basic habits you can deve...
- Coaching notes for helping staff resolve client objections
...roducts a fair comparison? What did you say to try and resolve the objection? Who would they rather deal with? How big is the rate difference? How did you build value in doing business here? How close...
- The Best Rate?
...ervices start to seem like a commodity and that the only thing that your customers want is the best deal. It's an easy trap to fall into thinking that if you don't have the best rate on a product you'...
- How to reduce the amount of objections over rates
...ponding to an objection over price there are fundamentally, just two
things you can do to save the deal: 1. change the price or ... 2. change the perceived
value the client has of the product you...
- Investment Opportunities for Lenders
...heir nervousness and apprehension so we talked a bit about the techniques they could use and how to deal with rejection should they experience some.
After I met with the investment people I spoke wi...
- New Business Ideas
...espite the fact that most are crying out for new business, few have a concrete strategy in place to deal with the incoming price or rate inquiry. If there is a strategy in place, most are not followin...
- Increase momentum in your sales process
...tomized CD, should I do one up for each boy with each of the different groups you just heard?" Done deal. I'm happy because I got an early birthday present out of the way and my boys will love it.
T...
- Coaching Questions
...m? Are they satisfied with the service they receive at the another Financial Institution they might deal with? Is it easy for them to get into the branch? Do they like to have someone from the company...
- Coaching the Buying Cycle - Attitude & the Untraining Cycle
...uestion (time is right, location and reputation are acceptable and they may not be happy where they deal now)
- The Problem with Coaching
...e thing (an inch deep). Because
coaching all of these opportunities is so time consuming and a big deal, they coach less
frequently than they should. When they do meet with their team they
spend mo...
- Outgoing Call Script - RRSP
...eir own criteria about which clients they want referred into the branch and which they would rather deal with over the phone. By getting the client into a conversation first about what they are doing,...
- Making Calls on Delinquent Accounts
...when there are an increase in clients that miss payments and that the best way to handle them is to deal with the situation early on. The earlier you can get the client into the branch to discuss thei...
- Service Fee Increase
...eeded: 26 Minutes SME 1009-01 Objective of the Meeting: 1. Prepare the team in how best to deal with clients when service fees are being increased. Introduction – (1 Minute) Welcome...
- Case Study – Account Opening
...nformation on new account do so for a reason. Chances are they are unhappy with where ever they are dealing now which is why they are considering making a switch.
Greet the request for account info...
- Case Study Investing $50,000.
...217;s name, suggest they have a seat, (this is where they ended up anyway) and get someone that can deal with the inquiry more effectively than just handing the customer a rate sheet. • Instead...
- Three Ways to Sell – Part A
...ree Things Happen – (8 minutes) Suggest to the group that there are typically three ways to deal with most sales opportunities. Pass out the Handouts (PDF attachment found at the bottom of thi...
- What's Your Rate?
...; Ask, "We know we are going to have customers that immediately focus on rate so what's our plan to deal with those inquiries – do we want them to stay focused on rate?" • Remind them the ...
- The Markets Are Falling!
... the best way to make it easy for them to agree is to make sure they don't make it sound like a big deal when they ask. The client mentioned they were nervous? Would they like to chat with an investme...
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