Page 75 - Oxford 10 Step Manual

IT’S VERY UNDERSTANDING THAT SOME
FOLKS BECOME DUBIOUS AT THIS POINT. THE FOLLOWING ARE ANSWERS IN CASE SOMEONE QUESTIONS HOW YOU CAN OFFER SUCH A BIG DISCOUNT:
The reason my company offers such a big discount to folks who are able to take care of the job while I am here is that it enables me to see more people.
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8
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STEP 9 - CLOSING SEQUENCES
......the freed-up time would allow us to make more calls and see more people and sell more inspections. Since there are two of us who sell these inspections, the sales dollars lost are pretty large.
How do we convince our customers to work this out on the initial visit??
WE SHARE THE SAVINGS WITH THEM.
We give a substantial discount for working out questions while we’re there.
Since the amount isn’t that high to begin with, the discount makes it a real easy “YES” for most folks.
Learn to recognize the difference between objection and rejection.
A homeowner who states a reason for not buying Oxford products is not rejecting you. He or she is simply letting you know that you need to provide more information. Do not be discouraged or offended. These stalls are actually a good indication that the homeowners are interested enough to ask you for a closing pitch.
In order for the sales conversation to continue in a meaningful way, we must get the customer to get away from the “defensive” or “adversary” position.
Remove the pressure by saying, “I understand. Before I leave, let me remind you of certain “vital” information to keep in mind as you think this issue over between you”.
Remember the “old” saying, “Salesmen leave houses when they run out of things to say”.
What’s nice about showing a quality product is that of the 12 homeowners that hear of this, 8 end up purchasing.
Prior to this “money for time” offer, only 4 of those eight said “OK” on the initial visit.
2
2 left, 2 required a
second visit.
Of the two left, on average, required three visits.
Buyers sometimes take 4 or 5 trips and visits to finally decide.
But I love them all and going back was never a problem. IT’S JUST VERY EXPENSIVE FOR MY COMPANY!
When you consider all the costs of travelling to the visits. It adds up to a lot of money.
My Boss made a decision to try to be more efficient and save some money. If we could get all of our customers to work out their questions on our initial visit, we would not only save money......
Of the four that were
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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