Description
Power consummation strategies A. Similar Situation. Relating a story about someone else who was in the same position your future client is in now. They went ahead and today they’re so happy they did. Or, they didn’t and have regretted missing the opportunity. B. “I Want to Think it Over.” Phraseology: “That’s fine, Judy. Obviously, you wouldn’t take your time thinking this thing over unless you were seriously interested, would you? I mean after all the time we’ve spent working toward this decision, I’m sure you’re not telling me that to get rid of me. So, then may I assume you will give it very careful consideration? Just to clarify my thinking, what is it about the (product or service) that you want to think over? (Don’t pause after the word “over.”) Is it the quality of the service I’ll render? Is it ________________? Is it something I’ve forgotten to cover in my presentation? Seriously, Judy, please level with me. Could your hesitation in any way be financial considerations?” (Many times they’ll say yes and you can then handle the objection.)
Audio Info
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Speaker: Tom Hopkins