Page 37 - VIVNT

IMPULSE FACTORS Jones Effect
• Nobody wants to be left out
• Use other people’s names
• Feel – Felt – Found
• “What everybody’s been doing”
Indifference
• Some will, some won’t, so what. Who’s Next? Be indifferent
• You have 100 chances to close one - they have 1 chance to get it. Sense of Urgency
Time = Money and Money = Time Be in a hurry
Doubt Words & Proactive Language:
Using proactive language instead of doubt words allows you to show confidence in the product rather than doubt. Make sure to take control of the conversation in a positive way!
Doubt Words:
If
Can
Could Should Maybe Possible About Around Sometimes I’m not sure
Proactive Language:
Great
Awesome Absolutely
Perfect
Today
Upgrade
I’m going to
Makes sense right?
You’re spouse likes saving money right? ICU (I completely understand)
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