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Sales Incentives |
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Moderator: At the end of the sale, when your prospect has told you they want the product, you need to say something like this: Salesperson: “I'm going to send your application package to you right away! You need to know that the best way to help us help you is to get it back as soon as you can and fully complete! Life gets busy for me, I’m sure it does for you, too.” Prospect: “Boy, it sure does!” Salesperson: “It may sound silly, but my biggest challenge is that we get too busy to send the application back! So here’s a little incentive to help you get yours back to me quickly and completely If you do, I'm going to add a little reward to encourage you to get it done right away. It’ll be in your package, and it’s real, so be sure to look for it.” Prospect: “Now you have me interested. Get it to me right away, will you? I like a little surprise now and then. How soon do you think we can get this application approved?” |
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Review Recommended
Solutions for
Opportunity #4: Get your applications returned, quickly and complete
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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