International Marketing Center

®

I. M. C. is your key to business success

International Marketing Center

®

A. B. I. is your key to business success

Author: admin

DEFLECTION

Avoid handling the objection by deflecting it so it does not hold up everything else. Listen to it, express understanding, and then carry on as if nothing happened! Say you will come back to it later on.   Examples: Yes, I see what you mean. Now let me show you the range of colors I… Continue reading DEFLECTION

ACT CURIOUS

Act curious if they tell you they are not buying. The goal is to get the REAL objection out before they leave and have one last opportunity to sell them today!   Examples: I know you do not want to buy this but before you go, could you tell me what your reason is? I… Continue reading ACT CURIOUS

CONDITIONAL CLOSE

When the prospect offers an objection, make it a condition of resolving their objection if they make the purchase! Always reply with: ” If I ..will you ..” Basically it says if I solve your problem (objection) you will buy the product in return.   Examples: Say you want a red car and not this… Continue reading CONDITIONAL CLOSE

REFRAMING

You reframe the objection by taking a different perspective to create a new understanding and distracting from what may be a difficult issue to resolve!   Examples: I know this town has a negative image but that is not for the entire town, just some neighborhoods, and yours is not one of them! Tell you… Continue reading REFRAMING

THE BOOMERANG

Use a customer’s objection like a boomerang to prove that they are wrong. When people object to something, turn their own arguments so they go in a circle and come back to them to persuade them. By using what they say, you are saying that they are RIGHT. But here you are attaching your rebuttal… Continue reading THE BOOMERANG

Now or Never Close

No-hassle Close Make completing the deal so easy and simple for the other person. Fill in all of the forms and paperwork. Include delivery, installation, and setup in the deal. Examples: I have filled in all of the paperwork, and all you need to do is sign here. It will be delivered when you are… Continue reading Now or Never Close

No-hassle Close

No-hassle Close Make completing the deal so easy and simple for the other person. Fill in all of the forms and paperwork. Include delivery, installation, and setup in the deal. Examples: I have filled in all of the paperwork, and all you need to do is sign here. It will be delivered when you are… Continue reading No-hassle Close

Affordable Close

Affordable Close Find out how much they can afford and present a finance plan that fits. Present lifetime cost savings, the cost of not purchasing the product, remove options to lower cost, offer another cheaper product, or bring the price down. Structure the finance deal to fit in to the other person’s ability to pay.… Continue reading Affordable Close

Puppy Close

Puppy Close Give them the product to try out. If possible let them take it home. Like a puppy, it should sell itself. When they spend time with it they grow closer to it as they associate their identity with it. Examples: Can I leave it with you for the week? Just look at it.… Continue reading Puppy Close

Assumptive Close

Assumptive Close Act as if the person has made the decision already. Acting confidently as if something is true makes it difficult for the other person to deny it. Examples: When shall we deliver this to you? Where will you put it? Will 20 cases be enough? What will your friends say when they see… Continue reading Assumptive Close

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International Marketing Center

Division of Florida Marketing Center. Established in 2000