Every type
of sale requires that the prospect has NEED,
WANT, and AFFORD.
We know that they NEED ______, yes? We know they can AFFORD a_________ pr day.
So
it's up to you & I to create or stimulate the WANT.
We need for YOU
to be more persuasive.
You
see, Mr/Mrs ____,
we really do care about our
customers.
We're asking you to take and look and
compare. I believe that you will be
more than a little bit surprised at what we offer. I can set up an appointment for you any day next week. When
our expert comes to your house to show you what we offer, YOU decide. Would that be fair enough?
Mr/Mrs _________, don't you
owe it to yourself to take a look?
You are one of 7-10 TM'S who're
going to contact the same people this week.
"WHY SHOULD I LISTEN TO YOU,TM? WHAT'S IN IT FOR ME?
More bang for my buck?
More peace of mind for my bucks?
Will I get the best value anywhere in NEW YORK?"
From the moment of contact,
focus on providing the listener with a reason to listen.
EVERY
SINGLE PHONE CALL ENDS UP WITH A RESULT:
GOOD or BAD, THAT RESULT DEPENDS ON HOW MUCH VALUE THE
LISTENER RECEIVED.
The tools of a TM are: brains, and voice. That's it.
Why not use them as if you're reaaallly
serious?
If you're
going to bother doing something,
there's going to be a record of your performance.
If you
perform today just a tiny bit better than yesterday, your income will go up this week.
Use your tools: BRains, and voice.
TM's
Creed:
The 2 things that decide how much I make
today are my brains, and my voice.
That's
why I am a TM
Whatever effort I
make
in the next 4 hrs
will show on my paycheck.
My mood, my voice,
& my brains
will determine my income tonight."
EVERY
SINGLE TIME YOU ANSWER AN OBJECTION,
CLOSE, CLOSE, CLOSE, CLOSE, CLOSE !!
A.B.C. = Always Be Closing
80% of all
the sales in this country occur AFTER 4
or 5 resolved objections.
When you hear an objection, AGREE WITH IT, SOLVE IT,
& then offer him two alternative days, or ask,
"IS THAT FAIR ENOUGH?"
The more you TRY to close...
the more you WILL close.
You don't need to take my word
for it:
DO IT AND SEE FOR YOURSELF !!!
EVERY TIME
YOU HEAR AN OBJECTION,
AGREE WITH
IT, ANSWER IT,
AND ASK IF _____ IS GOOD, OR IF ____ IS
BETTER.
FAIR ENOUGH
???
80% of all
the sales in this country occur
AFTER 4 or 5 resolved
objections.
custom-printed for Mr. Allen Anderson
1)
Mr/Mrs ___, don't you owe it to yourself/your family....to take a look?
2) Mr/Mrs _____, the whole system will
be yours.... to keep. You'll
take a look, and then YOU decide. Would that be fair enough?
3)
Mr/Mrs _____, is YOUR peace of mind worth a cup of coffee? 65 cents!!
We believe we can give you a much
better deal, Mr/Mrs ___,
and...
ALL
we ask is that you look and
compare.
We're #1 on LI, Mr/Mrs __, we believe
you will be more than a little bit surprised.
JUST
LOOK, AND COMPARE. WOULD THAT BE FAIR ENOUGH?
I'll
set up an app't for you on ___, or ____;
WOULD THAT
BE FAIR ENOUGH?
custom-printed
for Mr. Allen Anderson
It's really not the words that you use.... please
stop during every shift and then consciously,
intentionally
remind
yourself that it's all about Focus... HOW you say it.
Are you as
good as you said you were when you got hired?
BE
MORE CREATIVE IN ANSWERING PEOPLE'S OBJECTIONS!!
USE THE CUSTOMER'S NAME OFTEN !!!
If you can create better rebuttals than those I share
w/you, please do not tell me:
TELL THE CUSTOMERS!!
They'll pay you MUCH more $$ than I will.
IF
YOU'RE TOO LAZY TO PRODUCE YOUR OWN,
I
EXPECT TO HEAR YOU USING OUR POWER STATEMENTS THAT WORK.
YOU MUST REMEMBER THE DIFFERENCE BETWEEN "No" and "NO!!"
No = "You
haven't given me enough reasons yet."
NO!! = time to move on to the next prospect.
YOU
NEED TO BE MORE PERSUASIVE.
Are these just words on a page, or are you intelligent
enough to understand them?
When you hear someone say our oil is too expensive,
you should be SHOCKED !!
"Mr/Mrs ____, you and I both
know that you get what you pay for in this life;
we install FREE equipment in your
house so that you can reduce your oil use by 5, 10, & 20% IMMEDIATELY.....
every single month after month
after month... starting right now!!!!
ON AN ANNUAL BASIS, EVERY YEAR, YOU PAY LESS USING Masada.
THERE ARE NO HOOKS OR CATCHES; It's ALL
IN WRITING.
Let
us prove it to YOUR satisfaction; it only takes minutes to show you.
I
can set up an appointment for you ANY day next week. When our expert
comes
to your house to show you what we offer, YOU decide.
WOULD
THAT BE FAIR ENOUGH?
ADDITIONAL COMMENTS:
More than _______families here on LI depend
on us every month, Mr/Mrs _____, because we provide the SINGLE HIGHEST LEVEL OF
SERVICE of any oil company doing business.
Our equipment even tells us when it's time to make a delivery!!!....
assuring that you'll never run out of oil during those cold winter months. We really do care about our customers.
"We're asking you to take and look and compare,
Mr/Mrs__________, I'm SURE you'll be
pleasantly surprised. I can set up an
appointment for you ANY day next week.
When our expert comes to your house to show you what we offer, YOU
decide.
WOULD
THAT BE FAIR ENOUGH?"