|
|
Sales Incentives |
|
|
|
|
Salesperson: “I’m following up on the request for information on <products/service> you asked about. Prospect: “I was just kind of interested in all the information I keep hearing about your company, but I don’t know if I really want to do anything. Anyway, I’ve got a lot of things going on right now maybe you could call me later? Salesperson: “Ms. Prospect, that’s why I called, to tell you what’s going on. I can see that you’re busy but to give you the real answers, I need to take about 10 minutes to ask a few basic but important questions. Every one is different and I’d be doing you no favors by not talking about your own situation. How about if I show you just how much I value your time by giving you an incentive gift just for letting me have the few minutes I need?” Prospect: “What kind of gift? Is this a gimmick?” Salesperson: “No gimmicks, I promise. Do you like to travel?” Prospect: “Whenever I can!” Salesperson: “Me too! My office works with LVI a division of the Thomas Cook Group, a $23 Billion Dollar travel company. They’re the ones who provide the sales incentives to many of the biggest companies in the world. These are the real deal, not some gimmick. Their stuff has the highest satisfaction ratings and fewest restrictions in the industry. Here’s the deal If you’ll give me 10 minutes, I will give you up to $100 off your next domestic airline ticket, and I will deliver it to you right now, as soon as we hang up, whether you decide to work with me or not.” Prospect: “How would you do that?” Salesperson: “I’ll email it to you, and it is 100% valid! That’s $100 for a few minutes of your time. Is that fair? And by the way, if you are happy with what we decide and choose to work with us, I will give you a gift a lot more valuable that that. Would you like that?” Prospect: “Wow, that sounds pretty cool.” Salesperson: “This only takes a few minutes and you really do need someone to look at what you have. Are you ready?” Note: to deliver the air check electronically, the prospect must give you their email contact information. They can be a part of building your ongoing marketing even if your prospect does not do this loan with you now. |
|
|
||
|
|
||
|
Review Recommended
Solutions for
Opportunity #2: Keep phone leads and internet leads
on the line long enough
to pre-qualify and give you
a closing opportunity
click here
Answering Objections
|
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.
|
|
|
|
|
|
|