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Common Questions and Answers
Clients use all sorts of objections, but sometimes I think this is their favorite. I mean, how can you argue with someone who tells you they don’t need what you have to give them because they already have enough of it?
Well, let’s face it, nobody has TOO much of anything, especially business, and while 80% of your competition get blown off when they get this objection, the top 20% know what to say.
“I know that feeling; I do too! But for some reason, my boss wants to keep it that way so he thinks it’s a good idea to continue to market and introduce others to our products and services. And it’s the same way for you as well. Momentum is great, but if you don’t keep it going, it will first slow down, then it will stop.
Here’s what I recommend: Let’s get you started with the (package/solution) as it is, since we both agree it will keep your business coming. And then after the 6 month trial period, we can reassess. All we need to do to get your started is…”
“And ________ I know that the reason you have so much business is because you have the foresight to invest in (your kind of solution). It’s actually a pleasure to work with clients like you because I know you already understand the need for this kind of (product or solution).
And because you already know the value of this, I’m going to recommend you start with us on the professional level that allows you to leverage your way into our top position. That’s only (X amount). How do you want to handle payment of that today?”
“That’s a nice position to be in. And to make sure you stay that way, I’d recommend starting with our mid-level position. That way you’ll get X amount of (leads/results) and so won’t overwhelm yourself. If you find your other (companies offering some similar solution) starting to slip, then you can simply transfer that part of your business into your account here.
What I recommend is that you start with (X amount/position) and then increase it over time as you need to. What is the best way for you to handle this start up account?”
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About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com