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SERVICE TECHS - What minimum sales revenue goal does your company expect from you every week?
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The Object-o-Matic
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The Object-O-Matic
Have you ever wished you had an answer for every time a customer told you that your price was too high? Or, how about when they say they "Want to think it over?"
After all, why did they call you out there if not to buy from you? The Object-o-Matic is the world's first truly self coaching guide that can help you respond to virtually any situation. Simply find your objection below and click on the link to download it immediately.
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AUDIO JUKEBOX: Handle Any Objection In 3 Minutes Or Less
By Joe @ Contractor Selling.Com
Have you ever wished you had an answer for every time a customer told you that they were not interested in your services? Or how about when they say they. "Want to think it over?" Click here to read or listen and coach yourself to success. Hundreds of successful "Million Dollar" techs & sales people study this daily. If you wish you had all the answers, now you do. The Object-O-Matic can be used in manu ways to help those who sell their services . . . keep reading
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Creating Dissonance To Buy
Buyers become paying customers when they see you as a doctor that can help cure them when they're sick. Your job as a doctor is to alert the patient that they are ill. Here are the forms of dissonance that will create action... . . . keep reading
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Finding How Much The Buyer Will Spend
One of the toughest selling tasks is to find out how much the buyer has set aside both mentally and in reality to make a purchase. This is probably one of the most important steps in the process. In this step you must be the clouds (Warn them about the amount in round numbers) and the storm. (Tell them the actual investment needed) . . . keep reading
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Finding Out The Buyer's Decision Process
Nothing hurts more than doing a full blown presentation only to find out that you have made this to the wrong person. When determining the decision steps a buyer will take, you must know the following BEFORE a presentation is made. . . . keep reading
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Getting Referrals From Existing Customers
One of the biggest changes in culture that needs to take place is the fact that when customers ask you, "So how are you guys doing over there, are you busy?" Typically you would answer, "We're doing great, we're very busy." . . . keep reading
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I Need To Get Other Prices
The customer is checking your price for the job you are doing. You have given them the impression that everything will be equal when they call others. The only thing that will separate you in the customers mind is the price. . . . keep reading
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I Need To Talk To My (Spouse or Boss)
This is a well oiled mechanism that is an effective tactic to delay a decision until the salesperson is gone. In this gambit, the customer purposely sets up a scenario where the actual decision maker is not present. . . . keep reading
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I'm Not Sure It Will Work For Us
When the buyer tells you directly that they don't think your solution is a good one or that it won't solve the problem, they are telling you that you have not proven to them that you know the problem or the solution good enough. . . . keep reading
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Opening The Call - Estimate or Sales Call
The first goal is to see if you are a fit with the customer. Meaning that you and the customer both have an agenda. You must find our if the customer is willing to follow your agenda or the way you will proceed. . . . keep reading
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Opening The Call - Repairs
A technician that does repairs in any trade must pretend they are an investigator doing an autopsy. You must find out what caused the problem and you must uncover all the cast of characters before you proceed with the technical portion of your call. Here are some typical questions to get to the bottom of things... . . . keep reading
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Opening The Call - Tune Ups
If you are dispatched to a maintenance call the number one thing you must find out to ensure your success is why they are doing it in the first place. You must not accept any mystification. . . . keep reading
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Past History - They Have a Friend In The Business
If you hear the customer bring up anybody they know in the course of your call, it is important to not ignore this potentially damaging situation. In fact you must embrace this newfound person who has knowledge about your business and use them to your advantage. . . . keep reading
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Past History - They Love You
The past history of a customer that uses your services is the most important currency that you have when trying to convert calls into sales. If the customer loves or likes your company, keep it going. . . . keep reading
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Send Me Literature or More Information
When a customer asks for literature or more information what they are about to do is ask you for free consulting. Remember, you are selling your services and your company first. Literature will never be able to sell you better than you can while you are right in front of the customer. . . . keep reading
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The Law Of Contrast: Using Options To Create Value
Source: Maximum Influence by Kurt Mortensen
The mind has to find a benchmark of comparison to make judgments, especially when we are talking about unfamiliar situations. People need to make comparisons with their past experience and knowledge. By presenting your prospects with contrast, you are creating those comparisons for them. . . . keep reading
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The Law Of Obligation: Getting Buyer's To Owe You A Favor
Source: Maximum Influence by Kurt Mortensen
Also known as "reciprocity," when others do something for us, we feel a strong need to return the favor. Returning the favor rids us of the obligation created by the first good deed. In all cultures, the adage "one good turn deserves another" seems to universally be a part of social conditioning. . . . keep reading
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We're Happy With The Company We Already Use
There you are. It's right in your face. Your number two. You have not given the buyer a compelling reason to switch or you have not shown the flaws that the competition has. Both are your job as a salesperson. You must get the customer to discover that you are the choice to work with. . . . keep reading
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We're Not Interested or NO
People never say no or we're not interested without a reason. The question is, what happened between the time they started out interested and now when they have no interest. You must get the buyer to discover a problem so painful that they must solve it or it will literally drive them nuts. . . . keep reading
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We're On A Fixed Income
The buyer, who is usually a senior citizen, is telling you this tried and true way to get rid of sales people when they find themselves overwhelmed with sticker shock. They thought the price was going to be lower then you quoted which must then lead on to conclude that the salesperson failed to build enough value for the work. . . . keep reading
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We're Moving Soon
When somebody is truly moving form their home soon they can often be reluctant to invest in a new repair or purchase that will benefit the buyer of their home. . . . keep reading
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We're Too Busy Right Now
The buyer is telling you that what you have to offer is not very important to them. It is certainly not a priority. Most sales people say, "There's nothing I could have done, they were too busy to even talk to me." With an attitude like that it is no wonder they think that. . . . keep reading
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We've Been Burned In The Past And We Don't Trust Anyone
Believe it or not, the buyer has just given you a gift. They have let you in on an inside secret. Now they are waiting to see what you will do with it. Most salespeople just ignore this type of statement but a smart one will milk it for all it's worth. Keep the faucet going ask, "Really what happened?" . . . keep reading
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What Do You Charge By The Hour?
The customer is trying to construct the price because you said something that implied that the price of the repair is based on how much time it will take. Or you may have simply told the customer how long the job should take and you guessed on the low side and now they're trying to calculate what this is costing per hour. You are not selling time, you are selling solutions no matter how much time they take.. . . . keep reading
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You Did A Great Job, But We Want To Think It Over
Most prospects try to get rid of the salesperson when they have not heard what they were hoping to hear from them. Sometimes this starts with a statement such as, "You were the best salesperson we've seen, we just need some time to think it over." . . . keep reading
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Your Price Is Too High, Not Sure Why They Think That
If your price is too high for the services you are providing then it means that you as a salesperson are not convinced that the price is fair. If you did think it was fair, you would have a unique, compelling way to tell the customer about how much is included for such a little price. . . . keep reading
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Your Price Seems High, Haven't Compared Yet
If the buyer lays this on you after you have presented your price, you have not done your job of finding out how they make decisions on purchases like this. You must find out the decision process before you present a repair or you are setting yourself up for this one every time. . . . keep reading
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Your Price Seems High Compared To Competitors
If the buyer lays this on you after you have presented your price, you have not done your job of finding out how they make decisions on purchases like this. You must find out the decision process before you present a repair or you are set-ting yourself up for this one every time . . . keep reading
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ContractorSelling BLOG
