Page 9 - Oxford 10 Step Manual

Let me earn my pay and give you the information. There is no obligation to buy anything, tonight or ever!
Objection: I told that person on the phone not to send anyone out. You’re wasting your time! They wouldn’t get off the phone, so I said OK! I don’t want anything!
Response: I know. That happens. Sometimes the people on the phone hear what they want to hear. Let me first say that I apologize if they caused you any anxiety.
Lots of folks are leery of sales people coming into their home. Nothing to worry about here.
My job’s more of an advertiser than it is to sell anything.
I’ll look at your windows, show you a sample and give you the cost figures and some ways you can save money. There’s no pressure and the price will be good for 30 days
for you to review if this is good for you or not.
I’ll give you the short version. You’ll learn a lot about energy savings and I’ll get paid for doing my advertising job.
The following are some other objections you could encounter that are designed to either “kill” or shorten the demonstration:
Objection: I’m short on time. Cut to the chase and give me the price.
Objection: How much is that window right there?
Objection: You’ve been doing this long enough to know what my house will cost. Give me a ball park price. I’ll let you know if you should waste your time.
STEP 1 – Lead Handling and Entry
Objection: I don’t want a long “Dog & Pony” show. All I want is to know the costs.
Objection: How long will this take?
Objection: Check out this ad for $159.00 a window. If you can’t beat that, don’t waste your time.
With your own “native-wit”, your
sales manager and subsequent sales
meetings, you will learn proper methods and potential answers to handle these objections and any others you may encounter.
Experienced sales reps will tell you that a large percentage of folks that resist you at the door make the finest customers.
Their initial fears are not an indicator of whether they will listen and/or buy.
OUR TEN STEP SELLING SYSTEM CAN TURN THE BIGGEST OBJECTOR INTO A TERRIFIC CUSTOMER!
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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