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Sales Incentives |
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Salesperson: calling to see if I could stop by and give you a free review. Things are changing so quickly, you may be able to really take advantage of new products’. I promise, no selling, just information you will want to have.” Prospect: “I probably should do something about my <need>. I sure hear all the news about the changes going on, but I’m really too busy. Perhaps you might call back another time.” Salesperson: “Mr. Prospect, I know I can help you. I certainly understand your time is valuable. Do you like to travel?” Prospect: “Sure, doesn’t everyone?” Salesperson: “Well, we work with the largest and most credible travel company in the world. If you'll give me just 15 minutes of your time, I will give you a couple of choices for some travel benefits that you will really like.” Prospect: “Like what?” Salesperson: “How about the next time you and your wife fly somewhere in the U.S. I give you two for one airline tickets? The real deal, not a gimmick. Would that interest you?” Prospect: “Well, that might be pretty neat, but what if I don’t want what you have?” Salesperson: “You’ll get the benefit anyway. I really am giving it to you for your time. Before I come, I’ll do a little research about your <situation> so I can show you what you can do. When might I stop by? And by the way, if you do decide to move forward, I’ll surprise you with something even more fun!" Prospect: “That actually sounds pretty interesting. We’re going to be home Wednesday, maybe you could come over about 7:00?” |
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Review Recommended
Solutions for
Opportunity #1: More Face to Face Appointments
click here
Answering Objections
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Objection: I don’t like to travel. Answer: I understand keep in mind that everyone of these incentives is transferable to family or friends. Just send it along and they can enjoy the benefits. Objection: This sounds too good to be true. Answer: (Remember In your dialog, always call them “valid travel certificates.) Well, sir (ma’am) the company we work with is a division of the Thomas Cook Group, you may be familiar with their currency exchange counters in airports and cities around the world. Thomas Cook is a $23 billion publicly traded company with over 70 travel companies in their network. This is the same company used by the Fortune 1000 companies for their promotions. You’ll find them to provide exactly the benefit they promise, no more, no less. I know you’ll be pleased. Objection: I got one of those travel certificates before. It had so many blackouts we just gave up. We never did use it. Answer: We’re fortunate to use the biggest and most reliable travel provider in the world. There are minimal blackouts around the holidays, but no weekend restrictions, and by the way, no money to register or timeshare requirements, and no one will try to sell you extra tours or higher priced accommodations. They do exactly what they promise.
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