Opening Objections
Customer Opens the door and after the first few interactions says they're "Not Interested".
What is your response - Act It.
3R's
- I totally Here You.
- We're Here to Beat your Price.
- How Much Do You Pay?
You've Done 10+ Presentations and 0 Apps What Could Be Happening?
Speeding Through the Presentation.
Not maintaining Control In The Close.
Customer Is with shaw - I have Internet, Extensive TV with 2 TV Boxes and a HP.
How much would I pay with Shaw?
$161
What Is The Original Pricing of
- Canada POM
- North America POM
Canada is $85
North America is $105
What Are The Buying Signs?
Paying To Much.
Unhappy With Service.
Looking To Switch.
What Are Three Tell Tale Signs To Know If Someone is TASK or PEOPLE?
Body Language
Tonality
Language
Customer Mentions They Can't Switch Because They Have A Contract With Shaw
What Is Your Response - Act It.
3R's
- Great I'm Happy You Brought This Up.
- Telus Will Handle The Contract Cancelation.
- How Much Do You Pay?
You Had a Customer Ready to Sign Up and then all Of a Sudden They Change Their Mind and Shut The Door What Might Have Happened?
Didn't Close In The Window of Impulse.
Customer Has Just Internet and I pay $120.
+Mobility
What Would I Pay With Shaw - Break It Down.
$88 - Internet and SAP
What Is The Mobility Short Story. What do We Look For When Doing This - Act It.
I See You Have Telus, Correct.
Just Checking In, How's It Working?
Great, Nothing To Yell At Me About?
Perfect, Now...
A Yes - I Say You Do.
What Are The 2 Reasons People Wont Sign Up?
Feeling Rushed.
Feeling Like It's A Hassle.
Customer Comes Out With a Task Approach.
What Is Your Response - Act It.
Get To The Point
Don't Speed Up
Certainty
What Is A Tell Tale Sign If Your Three R's are 2/10 or 10/10.
Break It Down Per R - Act It.
Relate - The Customer Lowers Resistance.
Reassure - The Customer Doesn't Ask The Same Question Twice.
Resume - The Customer Has Engagement In The Conversation.
Customer Is Showing Sale Resistance In The Close.
What Is Your Response - Act It.
Indifference
Customer Has Internet With Shaw for $90 and Month and I also have 3 Phones With Bell for the Price of $180.
Internet for $70
3 POM's for $105
What Is The Mobility Presentation. How Long Should It Be.
Mn To Mn , No Contact
Keep The Same Phone , Same Number
Unlimited Calling
Unlimited Texting
Unlimited Data
This Is For The Price Of Only _____
What Does the Acronym Stand For?
- KISS
- MIMS
- SEE Factor
Keep It Super Simple
Make It Make Sense
Smile , Eye Contact , Energy/Enthusiasm
A Customer Just Wants To Know The Price - How Do you guide them through the presentation still.
What do you say?
Perfect Just Need Some Qualifying Questions.
Customer Keeps Giving You Objections and Not Giving You Their Attention.
What Is Your Response - Act It.
Hail Mary.
Customer is Indecisive In the Close.
What Is Your Response - Act It.
Fear Of Loss
and
Urgency
Customer Is Paying $250 for Internet and Extensive TV with 3 Boxes - I also Have Netflix and Disney Plus.
As well I Have 2 Lines With Virgin for $200 a Month.
Internet, YP11, Extra Box for $188
2 NA Wide POM for $125
What Is The Mobility Close Structure. What Is The Key To The Mobility Close.
Now This D.M.A.T.O.S.F.Y.
Next Steps , Super Simple
Telus Gives You The SIM Card For Free
Put It In Your Phone , Restart The Phone
Automatically Settling Up With Your Previous Provider , Putting You On With Telus
All I Need To Set This Up For You Is The Best Email
Is That A Gmail of Hotmail?
What Does Fuji Stand For?
Example - Act It Out.
Fear Of Loss
Urgency
Jones Effect
Indifference
How Do You Correctly Handle Someone Who Is Visibly Hectic.
Certainty and Focus On Providing Value.
Customer Has Had Problems With Shaw In The Past.
What Is Your Response - Act It.
Get Curious.
Turn It To Gold.
Massive Agreeance.
Customer is Certain in the fact of not Wanting To Do This Right Know.
What Is Your Response - Act It?
Match The Customers Certainty Required and Service + Urgency.
NET TOTAL
Customer Pays $145 for Internet and Really Extensive TV with 3 Boxes and a HP. Also I have 4 Phones With Rogers For $350.
Properly Net Total The Customer.
Customer Paying - $495
Internet + YP11 + Extra Box + HP - $201
Canada POMs - $135
Customer Will Be Paying - $336
Saving $159
What Is The Expectation Setting For Mobility.
Now You'll Receive An Email Breakdown For Each Line on This You'll See The original Pricing of ____
Dropped Down to the promo Pricing of _____ on the second Billing cycle.
As well You'll see a pro-rated charge of $15-30 just so it lands on the Telus Billing Cycle
Lastly You'll See a $70 Activation Fee - We will be waving this for you.
What Are The 8 Greats.
Be On Time
Be Prepared
Work A Full Day
Work Territory Correctly
Recognize Opportunity
Respect Customers and Clients
Maintain and Have a Great Attitude
Take Control
Customer Says A Telus Rep Was Just Here. What Is Your Response - Act It.
Yeah Thats actually The reason We're Back Is Because The pricing Significantly Dropped.