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28 Cards in this Set
- Front
- Back
- 3rd side (hint)
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If you know your worth you will not do what when speaking with a prospect? |
NEVER try to please or chase them, it makes you look desparate. |
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What is the reason for the phone call? |
To prequalify the prospect, not for them to prequalify you. |
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What are the 3 parts of prequalifying a prospect? |
1. Do they have a need? 2. Can I fullfil that need? 3. Whould I want to work with that client? |
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When talking to anyone what is the best technique for communicating? |
Always answer a question with a question. |
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When does the prospect get the details? |
Once I have determined there is a profitable reason for doing it. |
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What is a waste of my time and emotionally draining? |
Doing a sales call with a prospect that has not been qualified. |
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Prospect question: How does your service work and how much do you charge? |
Actually I am very selective with the clients I work with. Let me ask you a few questions just to find out more about your company and if there is a need we can talk about it and if there is not a fit I will let you know. Is that fair? |
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Prospect: How do I know you will deliever the results we are looking for? |
That is exactly why I am selective with the clients I choose to work with because I want to make sure I can return an immediate profit to my clients. To determine if I can deliver a profit and if there is a fit or not let me ask you a few questions. |
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Prospect: Do you have any case studies of other companies you have done this with? |
Let's say that I delivered those cases to you and they were to your satisfaction what would happen next? |
What does this answer do for you----Flush out the lies...the real reasons why they are not buying. |
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Prospect: Can you give me all the details and how your marketing services work? |
We will get into that but let me ask you, what are you looking to get out of this call today? |
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Prospect: So...How much is this going to cost me? |
The price will ensure you will make a profit. Before I can answer that I need to ask you a few questions to determine how much profit I can make you. Does that sound fair? |
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Prospect: How much do you charge? |
I don't know, it depends on what your looking for, let me ask you a few questions to determine if there is a need and if we are a right fit for each other. Does that sound fair? |
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What do most sales people what to do that I will NOT do? |
Be a people pleaser! I am NEVER to be a pleaser. |
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What is the worst tactict that most sales people do? |
Sound salesy and be overly excited. |
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What is a turn off for prospects? |
When you sound desperate for their business. |
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Who has control in a sale? |
Whoever asks the questions. |
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Who will sell more? |
The one who talks less! |
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What is a good lead into phrase that will put the guard down for the prospect? |
Before I get off the phone... Because most sales people are trying to KEEP them ON the phone. |
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What type of close is NOT good? |
Would you like to get started? I know we could deliver the leads your looking for to help grow your business how about we get started? |
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What is the BEST way to close your sale? |
So what would you like to do next? In a VERY NON-EXCITED voice. |
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What are the reasons we ask questions? |
Discovery Control Motivation |
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Why do we ask discovery questions? |
Fastest way to get information you need. |
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Why do questions keep control? |
Person who asks questions controls the sale |
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How do questions motivate the prospect? |
Get the prospect involved, excited, and ready to take action. |
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What happens when I get excited and increases with the level of excitement I have in my voice and actions? |
The prospect with have increasingly higher levels of buyers remorse. |
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What is the best way to end the conversation if they take the sale? |
Congratulations, I look forward to working to help you solve A, B, C problems. |
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What do MOST people say at the end of a sale that is anegative thing to say? |
Thank you, it comes off as you are happy you got the sale -- sounds desperate. |
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What happens if you lose control of the call? |
You will lose the client and lose the sale. |
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