Show:
GEARS OF SELLING
OVERCOMING OBJECTIONS
PTL 1
PTL 2 - 1ST SECTION
PTL 2 - 2ND SECTION
100
When qualifying the buyer, what 2 questions should you ask?
What is “Are you the person that selects the new and different maintenance products for your department? Does anyone else get involved or do you make the final decision?"
100
How do you handle an unclear objection?
What is Acknowledge, then clarify, using what or why, and then handle the “Clear” objection.
100
What four problems will Maxi-Lube help solve?
What is heavy loads, heat, pressure, and contaminates
100
What two products offer solution for the four common gear lubrication problems?
What is Gearco and Lubra-Tech
100
Which aerosol has a dielectric strength of 5,000 volts?
What is Dualsolv
200
What two things should take place in order for you to achieve a successful warm up?
What is Safe Questions and Self Disclosure
200
How to respond to buyer resistance when they say they are too busy?
What is ACKNOWLEDGE: “I’m glad you told me. Most of the people I call on are in the same position.” ANSWER: “Do me a favor. All I’m asking for is 5 minutes. If I’m here any longer than that, it’s only because you want me to be." TAKE ACTION: "Which way is your office?"
200
After showing aerosols in PTL 1, what is the transition sentence to lead into Blue Beast?
What is “If you are like a lot of my customers, you are always looking for a safe and effective way to clean your equipment or facility. Let me show you!”
200
What are the four common gear lubrication problems?
What is Leaking Seals, Dry Starts, Oxidation & Foaming, and Water Contamination
200
Which aerosol contains PTFE for extreme pressure protection?
What is NP-1
300
What should the transition from 1st to 2nd Gear sound like?
What is “Thank you for telling me about yourself! Now, let me tell you a little about Chemsearch.”
300
How to handle this objection on a non-dilutable product: "Your price seems really high!"
What is Acknowledge: “I appreciate you telling me that you think our price is too high." Answer: “As you are aware, we are a basic manufacturer and could make this cost less by taking the good stuff out, but professionals like you would not be happy because it wouldn't perform the way it did in the demo." Ask: “Keeping that in mind, would you prefer the full shipment or half shipment?”
300
Recommend a product for this situation. "I need a product that will not attract dirt or dust, that will also reduce the friction of the metal to metal contact."
What is Dri Lube Plus
300
What is our advanced performance multi-grade gear oil improver?
What is Pro Gear Plus
300
How much will Spill Shark Water Advanced absorb?
What is 250 times its weight
400
What are the 4 most common Clear Objections?
What is Price, Quantity, Supply on Hand and Budget
400
How to handle this objection? “My budget is shot!”
What is Acknowledge: “I appreciate you telling me that, a lot of my customers have budgets they need to adhere to.” Answer: “When do you get your new budget, in two or three weeks?” “3 weeks” Ask: “Let me show you how we handle that...(Start writing)... I’ll have the product shipped now, but not bill you until (whatever they say) weeks. Taking this into account, would you prefer the full shipment or half shipment?"
400
What are three benefits of using Lubrease?
What is Penetrates deep to the core; Lubricates with MX-9TM “Super Moly” additive to reduce friction and wear; Sets to a smooth film that does not harden and protects against dirt, dust and water washout; Provides superior rust and corrosion protection; Will not sling-off at high speeds or drip at low speeds.
400
What product safely dissolves deposits, neutralizes acids and cleans metal surfaces to reduce operating temperatures, hydraulic pressure surges and system wear?
What is EFO-1221
400
What product of ours works best with the Spill Shark Petroleum demo?
What is Pro-Gear Plus
500
What are the components of the 1st, 2nd and 3rd Gear?
What is 1st Gear – Introduction with Ice Breaker (Mini Warm Up), Qualify the Buyer, Novelty, Warm up / 2nd Gear – Company Story and Demo / 3rd Gear - Close
500
How to handle this objection? “I’ve got a supply I need to use up first!”
What is Acknowledge: “I appreciate you telling me that! I’d be surprised if you didn’t!” Answer: “But, let me ask you, how long will that last...2 or 3 weeks?” “No, closer to 6 weeks!” Ask: “That’s not a problem, let me show you how we handle that... (start writing)...” I will schedule the _____ to be shipped in 6 weeks. Would you prefer the full shipment or the half shipment?”
500
What enables Maxi-Lube to have heat reversion properties as well as resistance to water washout and emulsifying?
What is Aluminum Complex Base
500
What two things does Gearco contain that help prevent metal-to-metal contact under heavy loads, high torque and variable speeds?
What is E.P. Additives and Shock Load Reducers
500
Do a grocery store close on the full PTL 2 aerosols.
What is “Mr. Customer, which of these products do you see yourself not using at all?” Rep: “Great let me show you how this comes packaged, you can get a full shipment of 4 dozen at $159 per Dozen or you can get a half shipment of 2 dozen at $169 per dozen.” Rep: “The great thing is you can mix and match your shipment. The products come by the dozens.” Rep: “Which would you prefer the full shipment or half shipment?”