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Sales Incentives |
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Prospect: “Say, I noticed on your mailer something about free tickets to Tahiti. That sounds a little too good to be true.” Salesperson: ‘No it’s a real offer, Mr./Ms. Prospect, I wouldn’t trust my clients with anything less. It’s a simple deal if you decide to do business with us, we’ll give you two airline tickets to Tahiti, or maybe Hawaii, Jamaica? You’ll book your rooms with one of their participating hotels, you’ll need a room anyway and they have some really nice resorts, and I will pay your tickets to get there. Right now tickets to Tahiti are over $1,000 each. That’s a really great deal, don’t you think?” Prospect: “That sounds good, but is this some flaky coupon company?” Salesperson: “Absolutely not! We work with LVI, a division of the Thomas Cook Group, one of the biggest travel companies in the world. You’ve probably heard of them. They provide us with the same travel products used by many of the Fortune 500 companies to help them sell their products. The big guys have used them for years with their clients because they trust them too, plus these products have the highest satisfaction rating and fewest restrictions in the industry.” Prospect: “Wow. I could use a trip to somewhere exotic to look forward to. You do have my interest. What do we do next?” Salesperson: “I need to ask you a few questions about your current needs, and some things about your situation so I can pick some options that will help you get what you want." |
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Review Recommended
Solutions for
Opportunity #3: Increase mail response rates
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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