Presentation
Word replacement
5 Rules of engagement
4 Objection Types
100

What is the "agree to questions" technique.

Asking for permission to go over the worksheet.

100

What should you replace "Sales price" with?

Value price

100

Why should you establish clear expectations.

To not give the customer false hope!!


100

Define a "stall" customer then tell me how you help them.

Fear of making a mistake

Empathize and show evidence to support their decision

200

What should you replace "trade in" with?

"Vehicle that you are selling".

200

When establishing and asking for you position first, what do you allow the customer to do?

Allowing the customer to set the bar undermines the credibility of your offer.

200

Define a "complaint" customer and then tell me how you get them to move forward.

Injustice : unfair

  1. Agree with them
  2. If you disagree you create conflict
  3. If you agree, the complainer will come to you side.
300

What should you replace "trade value" with.

Fair market value

300

What is the breakdown of "listen to what the customer is trying to say "

  1. What they said – Price is too High
  2. What they are trying to say – It’s higher than expectations
  3. What they really mean – Show me how this price makes sense and I’ll buy from you
300

Define a "negotiation" customer then tell me how you get them to move forward/

Desire to win

  1. Looking for the win
  2. Step up to the Challenge
  3. Don’t give in immediately
400

What should you replace "money down" with.

Initial investment

400

What is the rule "give-get".

Never give without getting something In return

400

Define a "valid concern" customer then tell me how you get them to move forward.

Legitimate concern that needs to be addressed.

  1. Provide valid arguments
  2. No agitation
  3. Be Respectful
  4. Say you appreciate their concern and commit to resolving
500

Top 5 Issues salespeople have when first presenting a pencil.

1. Staring contest

2. Ejection seat

3.Chess player

4.Parental response

5. Asking for a copy

500

What should you replace "manager" with?

Management or computer.

500

What is the breakdown of Offer alternative choices?

  1. Never offer 1 option when conceding
  2. Give 2 alternative choices
  3. Pick you side of the 2 alternative choices, they’ll pick the other one, and you’ll split the difference.
500

What are the 5 steps to eating the objection?

  1. Restate the objection
    1. Confirms that you understand
  2. Deflate the objection
    1. Take a perceived big issue and make it smaller
  3. Isolate the objection
    1. Make sure this is the only factor left
  4. Operate on the objection
    1. Address. Explain. Offer alternatives
  5. Motivate the customer
    1. Stimulate customer action – Why you believe they should go ahead and do the deal
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