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 Started Great, Ended Poorly
...m say to the customer standing at the counter with him, "This comes in green or black and the final price with delivery is $1,605.89 – now I imagine you want to think about it so I'll leave you ...
- You Want to Think About It?
... about a decision. But many times this objection is used when they don't like your product, or your price, or the sales person, or … fill in the blank - it could be any number of reasons. Unfort...
- Coaching notes for helping staff resolve client objections
...lient go home and think about it Do they ask for the decision? Do they hesitate when presenting the price or asking for a decision? Is their tone apologetic or confident?
Observations and Action ...
- The Best Rate?
The financial services industry is extremely competitive. The more competitive it gets the more your products and services start to seem like a commodity and that the only thing that your custom...
- How to reduce the amount of objections over rates
Do you want less price objections?
Wherever you have someone selling you will have clients with
price objections. While there are many subtleties and nuances to think about
when respo...
- New Business Ideas
...st 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 following up to make sure it is...
- To pause or not to pause?
...r some unwelcome results. The time when pausing can cause the most trouble is after you present the price of your product. Never leave pricing hanging because people will focus on it. Explain the feat...
- Creating Urgency
...pecific to Product - I may experience a fear of loss if I think I might miss out on a great price. - I may experience a fear of loss if I think I might miss out on something that is ra...
- Increase momentum in your sales process
... hear their name incorporated in their favorite music CD's. I then asked "how much?" He told me the price and then simply asked, "It takes 3 minutes to burn a customized CD, should I do one up for eac...
- Incoming Rate / Product Inquiry
...they wouldn't be calling)
3.You have the products they are looking for.
4.You are competitively priced (if they thought you were uncompetitive would they call?)
5.They may not be happy with thei...
- Giving Money Away
...and learn 2 days later that they are having a clearance sale and the same thing is now ½ the price. - You order the 2 medium pizza's over the phone and find out when you pick them up that you c...
- Why Are They Here?
... someone when they arrive at our branch and ask us a question about a loan or investment product or price?
Something has changed!
Something has changed in their life that makes what they are curr...
- Appointments from the Product & Rate Inquiry
...lished the product's suitability for the customer.
·Ask the group: "If we jump straight to price with no interview, are we giving good service?" Hopefully you get a resounding "NO".
What Do...
- How Not To Be Perceived As A Pushy Sales Person
..."this is the first place we have been" or "we aren't buying today" or "I just want a brochure and a price". They are so fearful of the sales process they don't even want to start! • Give them a...
- Case Study – Shopping Electronics
...led explanation about the filters and how it cleans electricity as well as the different models and price points (of which, there are 4)
The customer, despite being bored and anxious to get going, ...
- Ask First
...n focused on what the customer wants to do and what they are doing now before they talk product and price.
See us at: www.fusionperform.com
Copyright © 2008 by Fusion Performance Group In...
- What's Your Rate?
... stay focused on rate?" • Remind them the objective anytime a customer immediately focuses on price: their job is to move the conversation off of price and on to product. • Add to that sta...
- Implication Questions
...o respond negatively to your offer to help with that. Later on when we ask for the business, if the price of our solution is less than the cost of keeping the problem, we have a sale!
Group Activi...
- Not Another Rate Inquiry!
Topic: Not Another Rate Inquiry! Materials: Handouts (Attachment at the bottom of this page), Flip Chart Paper, Markers, Small prizes. Time Needed: 25 - 35 Minutes SME...
- We Can't Beat 0% – Can We?
...e they respond with something like: • Almost always there is an equivalent cash back offer or price reduction – again funded by the manufacturer. • Ask the group: "Does the auto ma...
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