Posts tagged: The Agreement

Techniques

Remember never to argue or contradict your prospect. Agree with them and use the Feel, Felt, Found technique.
“I know how you feel, others have felt the same way, but what they found after working with me . . .”
It is a great way to neutralize any doubt in their minds and help bridge the gap in the relationship.
Be sure to stay congruent. It comes from feeling certain about what you’re saying. Selling is linking the things people want most in the world.
The way you feel about and think always comes down to the perspective from which you are looking at it. The more time you spend with the prospect, the more you will be able to truly identify their needs and eliminate their objections.
Always get your prospect to make small commitments.

Remember never to argue or contradict your prospect. Agree with them and use the Feel, Felt, Found technique.  “I know how you feel, others have felt the same way, but what they found after working with me . . .” It is a great way to neutralize any doubt in their minds and help bridge the gap in the relationship.

Rapport

Begin by building a strong rapport and using test closes to eliminate challenges in advance, you’ll avoid major difficulties. There are five types of objections:
• The Groundless Objection is where there is no basis for an objection, but the prospect is looking for a way to avoid making a decision.
• The Unfounded Objection is slightly different in that you’ll notice the prospect talking a lot without having much to say that is valid.
• The Excuse Objection is the most common of all. There’s not enough time, not enough money or someone else is in charge of making the decision and they have no power to make the decision on their own.
• The Sharp Buyer Objection is typically a good buying signal. You can ask more questions and eliminate their Objections.
• And the Sincere Objection is a true block of the sale not going any further. It is possible they have no budget, or it isn’t the right time or a suitable product or service for them. Typically you will you get to the Agreement and not be aware of this.

Begin by building a strong rapport and using test closes to eliminate challenges in advance, you’ll avoid major difficulties. There are five types of objections: • The Groundless Objection is where there is no basis for an objection, but the prospect is looking for a way to avoid making a decision. • The Unfounded Objection is slightly different in that you’ll notice the prospect talking a lot without having much to say that is valid. • The Excuse Objection is the most common of all. There’s not enough time, not enough money or someone else is in charge of making the decision and they have no power to make the decision on their own. • The Sharp Buyer Objection is typically a good buying signal. You can ask more questions and eliminate their Objections. • And the Sincere Objection is a true block of the sale not going any further. It is possible they have no budget, or it isn’t the right time or a suitable product or service for them. Typically you will you get to the Agreement and not be aware of this.

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