The Agreement is when you will determine you both choose to do business together. You will hear new objections at this point and are typically associated with pre-buyers remorse. If your prospect can find a valid reason to change their mind, they’ll reveal the resistance at this point.
Think about the four typical objections you hear consistently. Be prepared for them prior to attending the Agreement meeting. Knowing exactly how you will handle each of these objections is vital. Be sure to look for the buying signals. One of the first is when they begin to relax. They will sit with their hands open and have a smile in their eyes. They might begin to talk as though the business has already been conducted, as if they already own the product or service.
During the Agreement, you are solidifying the relationship. Think of different power statements you can make to have them be involved with the ownership. “When you use the product/service what will it change? How will you benefit?”
The Agreement is when you will determine you both choose to do business together. You will hear new objections at this point and are typically associated with pre-buyers remorse. If your prospect can find a valid reason to change their mind, they’ll reveal the resistance at this point. Think about the four typical objections you hear consistently. Be prepared for them prior to attending the Agreement meeting. Knowing exactly how you will handle each of these objections is vital. Be sure to look for the buying signals. One of the first is when they begin to relax. They will sit with their hands open and have a smile in their eyes. They might begin to talk as though the business has already been conducted, as if they already own the product or service. During the Agreement, you are solidifying the relationship. Think of different power statements you can make to have them be involved with the ownership. “When you use the product/service what will it change? How will you benefit?”
