Every type
of sale requires that the prospect has NEED,
WANT, and AFFORD.
We know that they NEED ______, yes?�������������� We know they can AFFORD a_________ pr day.
So
it's up to you & I to create or stimulate the WANT.
We need for YOU
to be more persuasive.
You
see, Mr/Mrs ____,�
we really do care about our
customers.
We're asking you to take and look and
compare.�� I believe that you will be
more than a little bit surprised at what we offer.� I can set up an appointment for you any day next week. �When
our expert comes to your house to show you what we offer, YOU decide. ���Would that be fair enough?
Mr/Mrs _________, don't you
owe it to yourself to take a look?
You are one of 7-10 TM'S who're
going to contact the same people this week.
"WHY SHOULD I LISTEN TO YOU,TM?����� WHAT'S IN IT FOR ME?�
More bang for my buck?�
More peace of mind for my bucks?��
Will I get the best value anywhere in NEW YORK?"
From the moment of contact,
focus on providing the listener with a reason to listen.
EVERY
SINGLE PHONE CALL ENDS UP WITH A RESULT:���
GOOD� or BAD,� THAT RESULT DEPENDS ON HOW MUCH VALUE THE
LISTENER RECEIVED.
The tools of a TM are: brains, and voice.����������������� That's it.
�Why not use them as if you're reaaallly
serious?
If you're
going to bother doing something,��
there's going to be a record of your performance.
If you
perform today just a tiny bit better than yesterday, your income will go up �this week. �
Use your tools: BRains,� and� voice.
TM's
Creed:
The 2 things that decide how much I make
today are my brains, and my voice.
That's
why I am a TM
Whatever effort I
make
in the next 4 hrs
will show on my paycheck.
My mood, my voice,
& my brains
will determine my income tonight."
EVERY
SINGLE TIME YOU ANSWER AN OBJECTION,
CLOSE,� ��CLOSE,��� CLOSE,��� CLOSE,��� CLOSE� !!
A.B.C. =� Always� Be� Closing
80% of all
the sales in this country occur AFTER� 4
or 5 resolved objections.
When you hear an objection, AGREE WITH IT,� SOLVE IT,
& then offer him two alternative days, or ask,
"IS THAT FAIR ENOUGH?"
The more you� TRY� to close...�
the more you� WILL� close.
You don't need to take my word
for it:
DO IT AND SEE FOR YOURSELF !!!
EVERY TIME
YOU HEAR AN OBJECTION,��
AGREE WITH
IT,�� ANSWER IT,
�AND ASK IF _____ IS GOOD, OR IF ____ IS
BETTER.
FAIR ENOUGH
???
80% of all
the sales in this country occur�
AFTER� 4 or 5 resolved
objections.
custom-printed for Mr. Allen Anderson
1)�
Mr/Mrs ___, don't you owe it to yourself/your family....to take a look?
������������������ �
2) Mr/Mrs _____, the whole system will
be yours.... to keep.�� You'll
take a look, and then YOU decide.� Would that be fair enough?
3)�
Mr/Mrs _____, is YOUR peace of mind worth a cup of coffee?����� 65 cents!!��
We believe we can give you a� much�
better deal, Mr/Mrs ___,�
and...�����
ALL��
we��� ask is that you look and
compare.��
We're #1 on LI, Mr/Mrs __, we believe
you will be more than a little bit surprised.�
JUST
LOOK, AND COMPARE.� WOULD THAT BE FAIR ENOUGH?
I'll
set up an app't for you on ___, or ____;�
WOULD THAT
BE FAIR ENOUGH?
custom-printed
for Mr. Allen Anderson
It's really not the words that you use.... please
stop during every shift and then consciously,
intentionally
�remind
yourself that it's all about Focus... HOW you say it.
�Are you as
good as you said you were when you got hired?���
BE
MORE CREATIVE IN ANSWERING PEOPLE'S OBJECTIONS!!
USE THE CUSTOMER'S NAME OFTEN !!!
If you can create better rebuttals than those I share
w/you,� please do not tell me:
TELL THE CUSTOMERS!!�
They'll pay you MUCH more $$ than I will.
IF
YOU'RE TOO LAZY TO PRODUCE YOUR OWN,
I
EXPECT TO HEAR YOU USING OUR POWER STATEMENTS THAT WORK.
YOU MUST REMEMBER THE DIFFERENCE BETWEEN� "No" and "NO!!"
No =� "You
haven't given me enough reasons yet."��
NO!!� =�� time to move on to the next prospect.
YOU
NEED TO BE MORE PERSUASIVE.
Are these just words on a page, or are you intelligent
enough to understand them?
When you hear someone say our oil is too expensive,
you should be� SHOCKED !!
"Mr/Mrs ____, you and I both
know that you get what you pay for in this life;
we install FREE equipment in your
house so that you can reduce your oil use by 5, 10, & 20% IMMEDIATELY.....
every� single� month� after� month�
after month... starting right now!!!!�
��
ON AN ANNUAL BASIS,� EVERY YEAR, YOU PAY LESS USING Masada.�
THERE ARE NO HOOKS OR CATCHES; It's ALL
IN WRITING.
���
Let
us prove it to YOUR satisfaction; it only takes minutes to show you.
I
can set up an appointment for you ANY day next week.� When our expert
comes
to your house to show you what we offer, YOU decide.��
WOULD
THAT BE FAIR ENOUGH?
ADDITIONAL COMMENTS:
�More than _______families here on LI depend
on us every month, Mr/Mrs _____, because we provide the SINGLE HIGHEST LEVEL OF
SERVICE of any oil company doing business.�
Our equipment even tells us when it's time to make a delivery!!!....
assuring that you'll never run out of oil during those cold winter months.� We really do care about our customers.
"We're asking you to take and look and compare,
Mr/Mrs__________,��� I'm SURE you'll be
pleasantly surprised.� I can set up an
appointment for you ANY day next week.�
When our expert comes to your house to show you what we offer, YOU
decide.�
WOULD
THAT BE FAIR ENOUGH?"
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