Essay Question: Define an objection and give an example - Request for more information
Price is too high, I love our current supplier
Objections define their area of interest and tell you how to sell them; need to ask my boss
Essay Question: Define a condition and give an example - A VALID reason for not moving ahead
"we are bankrupt"
The Champions Creed - I am not judged by the number of times I fail, but the number of times I succeed.
And the number of times I succeed is in direct proportion to the number of times I can fail and keep
trying.
What is a Tie-Down? - Question at the end of a statement that confirms they are moving forward
(demands a yes)
Next day shipping is important to you, isn't it?
Quality is important to us all, isn't it?
Ending "wouldn't it?", "shouldn't it?"
What is The Porcupine? - Answering a question with a question to keep control and lead them to your
next close
What is an Inverted Tie-Down? - Putting a tie down in FRONT of the sentence for more warmth
Isn't it a great product?
Wouldn't it be an advantage if.....
What is an Alternative Choice? - Asking 2 questions, which answering one will confirm they are moving
ahead
Do you want it in black or white?
Would you rather do it Thursday or Friday?
, 6 reasons why people buy (need to know 4) - A need
Fear
Security
Pride of ownership
Keeping up with the Jones'
Self Image
Peer Pressure
What is an Involvement Question? - "Jump over close"
Question customer must ask themselves after they purchase/made their decision
If you ask before purchasing it confirms they are going ahead
Have you cleared a spot for the new lift?
Has this already been budgeted?
Do you have a PO already assigned to this?
Examples of a Tie-Down Tag On? - THEY say it, YOU tie it down
Isn't it?
Aren't you?
Right?
What is a Chuck Close? - A great rep can take mediocre and make it seem really good
Rep loyalty objection
Technique: separate "Chuck" from the company
"When Chuck is not there, how is the service/program?"
Separate the rep from the company
"What if I gave you a good rep - would you give us a try?"
What is a Reflex Question? - A question that can be answered without thinking or without hesitation
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