"Idea #1: Tell everyone you know (friends, family, members at church and civic groups, neighbors) that you sell cars at ABC Motors and that if they ever want a great deal to come and see you. Give them a card!
Idea #2: Call service customers and check to see if they had a good experience in service. Also tell them that you are a sales person at the dealership and that you are going to send them your card and remind them to come and see you when they are ready. Build a relationship--get to know them!
Idea #3: Start a Facebook page and get a ton of people to like you on it. Put trade-ins on it, put pictures of happy customers, rebates, etc. I know a customer of mine (Car Sales Assistant customer that is) who sells several cars a month strictly on Facebook.
Idea #4: Bring some doughnuts/pizza to local businesses and give a little speech on how they should come by and see you when they need a car.
Idea #5: Pay a good "bird-dog" for referrals ($100 works great!) People will go out of their way to send you customers when they know they can make a few bucks.
Idea #6: "Would-ya-Takes" Take a business card and write this on the back: "I have a buyer for your cars. Please stop by and see me." Put them on a few older cars (3-4 years old) over at WalMart and get ready to be busy! You have to have a good story when they show up. Your boss is looking for cars, you have a customer looking for a car like their, etc. Also, ask them if they are going to replace the car with something else. If so, try to sell them. If not, try to buy the car.
Idea #7: Call "Orphan Owners." When a salesperson leaves, call their customers and say that you are their new salesperson. Send them a card with a hand-written note thanking them for talking to you. Make sure you remind them to see you if they need sales or service.
Idea #8: Call those mailing lists that Ally Bank (etc.) gives you. Don't try to sell anything over the phone. Just tell them to call you if they ever need anything and tell them that you are going to send them a business card.
Idea #9: Use a fancy business card. One with your picture and the magnetic ones that people stick on their refrigerators.
Idea #10: Get email addresses and build up an email database."
http://carsalesassistant.com/CarSalesTechniques/Prospecting-Techniques.html
Saturday, August 15, 2015
"I want to think about it"
"Step 1: Acknowledge the Objection
"Great! You wouldn't be wanting to think about it if you weren't serious about it. You are serious about it, aren't you?"
Customer: "Yes."
Step 2: Tell a Story
"You know, I have been selling cars for years and one thing that I have learned is that when someone says that they want to think about it, there is usually one of three things concerning them.
Step 3: Give them Options...
"Usually there is one of three things keeping them from getting the car. It might be the vehicle and it's options, it might be whether or not they want to do business with me and this dealership or it might be the price.
Step 4: Ask which one is the reason.
"Mr. Customer, which one of those is the reason you don't want to invest?
Step 5: Wait for an answer
Most of the time, they will say price.
Step 6: Acknowledge the True Objection
"It sounds to me like you're on a budget like me and the rest of the world, aren't you?
Customer: "Yes."
Step 7: Close the Customer
"Well, if we could fiddle around with the numbers and get them to fit within your budget, is there anything else keeping you from getting the car today?"
If yes, over come the objection.
If no, close them on the budget.
But how do you "fiddle with the numbers?"
In no particular order...
Gas Savings Close
Longer Term of Finance
Switch them to a Lease
Ask for Money Down
Mechanical Savings Close (i.e. new warranty as opposed to paying to fix their old car.)
Reduce the difference in payment to a small and manageable number like "You're letting a dollar a day keep you from this car. That's a pack of gum!"
Things to NEVER DO!!!
Never ask them, "What's there to think about?"
That is a very weak question. It's too easy for someone to answer again that they just need to think about it."
http://carsalesassistant.com/CarSalesTechniques/I-Want-To-Think-About-It.html
"Great! You wouldn't be wanting to think about it if you weren't serious about it. You are serious about it, aren't you?"
Customer: "Yes."
Step 2: Tell a Story
"You know, I have been selling cars for years and one thing that I have learned is that when someone says that they want to think about it, there is usually one of three things concerning them.
Step 3: Give them Options...
"Usually there is one of three things keeping them from getting the car. It might be the vehicle and it's options, it might be whether or not they want to do business with me and this dealership or it might be the price.
Step 4: Ask which one is the reason.
"Mr. Customer, which one of those is the reason you don't want to invest?
Step 5: Wait for an answer
Most of the time, they will say price.
Step 6: Acknowledge the True Objection
"It sounds to me like you're on a budget like me and the rest of the world, aren't you?
Customer: "Yes."
Step 7: Close the Customer
"Well, if we could fiddle around with the numbers and get them to fit within your budget, is there anything else keeping you from getting the car today?"
If yes, over come the objection.
If no, close them on the budget.
But how do you "fiddle with the numbers?"
In no particular order...
Gas Savings Close
Longer Term of Finance
Switch them to a Lease
Ask for Money Down
Mechanical Savings Close (i.e. new warranty as opposed to paying to fix their old car.)
Reduce the difference in payment to a small and manageable number like "You're letting a dollar a day keep you from this car. That's a pack of gum!"
Things to NEVER DO!!!
Never ask them, "What's there to think about?"
That is a very weak question. It's too easy for someone to answer again that they just need to think about it."
http://carsalesassistant.com/CarSalesTechniques/I-Want-To-Think-About-It.html
"Gas Savings Close"
"You're $30.00 Away from Closing a Customer! (...for Example)
OK--lets say that you are $30.00 per month away from closing a customer and they won't budge and you want to hold your gross. What do you do?
If they are trading a gas-guzzler to a more fuel efficient vehicle then follow these steps.
Step 1: Find out how many miles they are driving a month. Ask them.
Lets say that they drive 1000 miles per month.
Step 2: Ask them what kind of gas mileage they get.
If they don't provide an answer, GIVE them the answer. Let's say 15 mpg.
Step 3: Do a little math for them.
Take the miles per month and divide by the gas mileage. In this case, 1000 divided by 15 is 66.67. This is the gallons of gas they are using right now in their gas guzzler.
Multiply the gallons by the current gas price ($3.25 outside my window right now) so 66.67 x $3.25 = $216.68 dollars per month to drive their current car.
Step 4: Tell them what kind of gas mileage your car gets.
Lets say it gets 30 mpg.
Step 5: Do the math for your vehicle.
Do the math--1000 divided by 30 mpg = 33.33 gallons x $3.25 = $108.32 (what their car will cost them a month to drive.
Step 6: Subtract the numbers.
Their car costs them $216.68 - our car at $108.32 = $108.36 in savings a month.
Step 7: Close Them!
"Mr. Customer, as you can see, when you get this new car, you will save $108.32 per month in gas. We're within $30 of doing business and even there, you will still save $78 a month in gas--just by switching to this car.
That's REAL MONEY, folks and that's at today's prices. Imagine how much you will save WHEN gas gets higher."
"Doesn't it make sense to save money on gas and get yourself a new car in the process?"
Tips...
Do the math in front of your customer--hand write it--get them involved. It makes this close much more powerful."
http://carsalesassistant.com/CarSalesTechniques/Gas-Savings-Close.html
OK--lets say that you are $30.00 per month away from closing a customer and they won't budge and you want to hold your gross. What do you do?
If they are trading a gas-guzzler to a more fuel efficient vehicle then follow these steps.
Step 1: Find out how many miles they are driving a month. Ask them.
Lets say that they drive 1000 miles per month.
Step 2: Ask them what kind of gas mileage they get.
If they don't provide an answer, GIVE them the answer. Let's say 15 mpg.
Step 3: Do a little math for them.
Take the miles per month and divide by the gas mileage. In this case, 1000 divided by 15 is 66.67. This is the gallons of gas they are using right now in their gas guzzler.
Multiply the gallons by the current gas price ($3.25 outside my window right now) so 66.67 x $3.25 = $216.68 dollars per month to drive their current car.
Step 4: Tell them what kind of gas mileage your car gets.
Lets say it gets 30 mpg.
Step 5: Do the math for your vehicle.
Do the math--1000 divided by 30 mpg = 33.33 gallons x $3.25 = $108.32 (what their car will cost them a month to drive.
Step 6: Subtract the numbers.
Their car costs them $216.68 - our car at $108.32 = $108.36 in savings a month.
Step 7: Close Them!
"Mr. Customer, as you can see, when you get this new car, you will save $108.32 per month in gas. We're within $30 of doing business and even there, you will still save $78 a month in gas--just by switching to this car.
That's REAL MONEY, folks and that's at today's prices. Imagine how much you will save WHEN gas gets higher."
"Doesn't it make sense to save money on gas and get yourself a new car in the process?"
Tips...
Do the math in front of your customer--hand write it--get them involved. It makes this close much more powerful."
http://carsalesassistant.com/CarSalesTechniques/Gas-Savings-Close.html
"Show Me the Money"
"1. Assume They Are Buying: When you assume the sale is a done deal you naturally act and talk in a way that not only is conducive to completing the sale but the customer will pick up on you words and actions and follow along. When you move through the steps to the sale assuming they are going to buy a car at the end of the process the customer will either buy the car or they will object. If they object you then move on to overcoming their objections.
2. Ask Them to Buy: This may sound simple, but you would be surprised how often new sales people or less experienced car salesmen continue to talk about the vehicle without ever asking for the sale. However you must remember that you don't stop asking after once or twice. Typically when you use this car sales closing technique the first thing that comes out of your customers mouth is an objection, which is what you are looking for.
3. Create Urgency: If you are in the car business, you know how important it is to sell them NOW because we all know about "Be Backs". The car buyer has a tendency to say we are just looking or we are not in a hurry, but it is your job to get them sold NOW. Sometimes in order to accomplish your goal you need to create a sense of urgency in your customer for your car sales closing attempts to work. You want to make them believe they are going to miss out on something if they don't buy now. An example might be the end of a sale or availability of the specific car they are interested in buying. A note of caution here: a little goes a long way and when you overdo the urgency combined with closing the sale you can come off as being pushy or as a high pressure salesman.
4. Make it Easy for Them to Say Yes: Listen to what they want and then make their wants and needs part of your car sales closing statements. Use their statements to close the deal. For example: You said wanted a red car with a sunroof and a payment under $400, right! or You said you needed a car that gets 30 miles to the gallon that seats five people that has remote entry and $5000 for your trade-in, right! Are you getting the idea now, you make it easy for them to buy a car when you have filled their needs and wants and use their words to make that point.
5. Go for the Gold - Objections: This is where the money is, it's in the objections of your customer. When it comes to car sales closing it always comes down to objections. It is the customer's way of saying: I am not convinced yet, I need more information or You didn't build enough value in your product, dealership and yourself. It's not that they don't want to buy the car; it means that you have some work to do before they buy the car. Overcome their objections one at a time like a checklist and then close the car sale."
http://EzineArticles.com/4844790
2. Ask Them to Buy: This may sound simple, but you would be surprised how often new sales people or less experienced car salesmen continue to talk about the vehicle without ever asking for the sale. However you must remember that you don't stop asking after once or twice. Typically when you use this car sales closing technique the first thing that comes out of your customers mouth is an objection, which is what you are looking for.
3. Create Urgency: If you are in the car business, you know how important it is to sell them NOW because we all know about "Be Backs". The car buyer has a tendency to say we are just looking or we are not in a hurry, but it is your job to get them sold NOW. Sometimes in order to accomplish your goal you need to create a sense of urgency in your customer for your car sales closing attempts to work. You want to make them believe they are going to miss out on something if they don't buy now. An example might be the end of a sale or availability of the specific car they are interested in buying. A note of caution here: a little goes a long way and when you overdo the urgency combined with closing the sale you can come off as being pushy or as a high pressure salesman.
4. Make it Easy for Them to Say Yes: Listen to what they want and then make their wants and needs part of your car sales closing statements. Use their statements to close the deal. For example: You said wanted a red car with a sunroof and a payment under $400, right! or You said you needed a car that gets 30 miles to the gallon that seats five people that has remote entry and $5000 for your trade-in, right! Are you getting the idea now, you make it easy for them to buy a car when you have filled their needs and wants and use their words to make that point.
5. Go for the Gold - Objections: This is where the money is, it's in the objections of your customer. When it comes to car sales closing it always comes down to objections. It is the customer's way of saying: I am not convinced yet, I need more information or You didn't build enough value in your product, dealership and yourself. It's not that they don't want to buy the car; it means that you have some work to do before they buy the car. Overcome their objections one at a time like a checklist and then close the car sale."
http://EzineArticles.com/4844790
Sunday, April 19, 2015
"Medicaid Protections for the Healthy Spouse"
"Medicaid law provides special protections for the spouses of Medicaid applicants to make sure the spouses have the minimum support needed to continue to live in the community while their husband or wife is receiving long-term care benefits, usually in a nursing home.
"spousal protections"
...if the Medicaid applicant is married, the countable assets of both the community spouse and the institutionalized spouse are totaled as of the date of "institutionalization," the day on which the ill spouse enters either a hospital or a long-term care facility in which he or she then stays for at least 30 days. (This is sometimes called the "snapshot" date because Medicaid is taking a picture of the couple's assets as of this date.)
In order to be eligible for Medicaid benefits a nursing home resident may have no more than $2,000 in assets (an amount may be somewhat higher in some states).
In general, the community spouse may keep one-half of the couple's total "countable" assets up to a maximum of $119,220 (in 2015). Called the "community spouse resource allowance," this is the most that a state may allow a community spouse to retain without a hearing or a court order. The least that a state may allow a community spouse to retain is $23,844 (in 2015).
Example: If a couple has $100,000 in countable assets on the date the applicant enters a nursing home, he or she will be eligible for Medicaid once the couple's assets have been reduced to a combined figure of $52,000 -- $2,000 for the applicant and $50,000 for the community spouse.
Some states, however, are more generous toward the community spouse. In these states, the community spouse may keep up to $119,220 (in 2015), regardless of whether or not this represents half the couple's assets. For example, if the couple had $100,000 in countable assets on the "snapshot" date, the community spouse could keep the entire amount, instead of being limited to half.
The income of the community spouse is not counted in determining the Medicaid applicant’s eligibility. Only income in the applicant’s name is counted...
But what if most of the couple's income is in the name of the institutionalized spouse and the community spouse's income is not enough to live on? In such cases, the community spouse is entitled to some or all of the monthly income of the institutionalized spouse. How much the community spouse is entitled to depends on what the Medicaid agency determines to be a minimum income level for the community spouse. This figure, known as the minimum monthly maintenance needs allowance or MMMNA, is calculated for each community spouse according to a complicated formula based on his or her housing costs. The MMMNA may range from a low of $1,966.25 to a high of $2,980.50 a month (in 2015). If the community spouse's own income falls below his or her MMMNA, the shortfall is made up from the nursing home spouse's income.
Example: Mr. and Mrs. Smith have a joint income of $3,000 a month, $1,700 of which is in Mr. Smith's name and $700 is in Mrs. Smith's name. Mr. Smith enters a nursing home and applies for Medicaid. The Medicaid agency determines that Mrs. Smith's MMMNA is $2,000 (based on her housing costs). Since Mrs. Smith's own income is only $700 a month, the Medicaid agency allocates $1,300 of Mr. Smith's income to her support. Since Mr. Smith also may keep a $60-a-month personal needs allowance, his obligation to pay the nursing home is only $340 a month ($1,700 - $1,300 - $60 = $340).
In exceptional circumstances, community spouses may seek an increase in their MMMNAs either by appealing to the state Medicaid agency or by obtaining a court order of spousal support.
http://www.elderlawanswers.com/medicaid-protections-for-the-healthy-spouse-12019
.
.
"The home, a car and all personal possessions are not countable resources.
Program For All-Inclusive Care For The Elderly (PACE)
PACE provides care to the individual in the home, such as in-home personal care services and home health care. PACE provides a PACE Center that includes a primary care clinic, therapy, personal care, and dining.
To be eligible to participate in PACE, you must be:
55 years of age or older;
Be determined to need the level of care required under the State Medicaid plan for coverage of nursing facility services;
Reside in the PACE organization’s service area;
Be able to live in a community setting at the time of enrollment without jeopardizing his/her health or safety based on criteria set forth in the program agreement and meet any additional program-specific eligibility conditions imposed under its respective PACE Program Agreement.
Only public and not-for-profit organizations may develop and operate PACE programs. They are certified through the Federal government. Currently there are 10 PACE sites in North Carolina.
When a Medicaid recipient receiving any of the above long-term care services dies, Medicaid seeks to recover certain expenses. There will be a claim filed against the estate.
http://www.ncdhhs.gov/dma/medicaid/ltc.htm
"spousal protections"
...if the Medicaid applicant is married, the countable assets of both the community spouse and the institutionalized spouse are totaled as of the date of "institutionalization," the day on which the ill spouse enters either a hospital or a long-term care facility in which he or she then stays for at least 30 days. (This is sometimes called the "snapshot" date because Medicaid is taking a picture of the couple's assets as of this date.)
In order to be eligible for Medicaid benefits a nursing home resident may have no more than $2,000 in assets (an amount may be somewhat higher in some states).
In general, the community spouse may keep one-half of the couple's total "countable" assets up to a maximum of $119,220 (in 2015). Called the "community spouse resource allowance," this is the most that a state may allow a community spouse to retain without a hearing or a court order. The least that a state may allow a community spouse to retain is $23,844 (in 2015).
Example: If a couple has $100,000 in countable assets on the date the applicant enters a nursing home, he or she will be eligible for Medicaid once the couple's assets have been reduced to a combined figure of $52,000 -- $2,000 for the applicant and $50,000 for the community spouse.
Some states, however, are more generous toward the community spouse. In these states, the community spouse may keep up to $119,220 (in 2015), regardless of whether or not this represents half the couple's assets. For example, if the couple had $100,000 in countable assets on the "snapshot" date, the community spouse could keep the entire amount, instead of being limited to half.
The income of the community spouse is not counted in determining the Medicaid applicant’s eligibility. Only income in the applicant’s name is counted...
But what if most of the couple's income is in the name of the institutionalized spouse and the community spouse's income is not enough to live on? In such cases, the community spouse is entitled to some or all of the monthly income of the institutionalized spouse. How much the community spouse is entitled to depends on what the Medicaid agency determines to be a minimum income level for the community spouse. This figure, known as the minimum monthly maintenance needs allowance or MMMNA, is calculated for each community spouse according to a complicated formula based on his or her housing costs. The MMMNA may range from a low of $1,966.25 to a high of $2,980.50 a month (in 2015). If the community spouse's own income falls below his or her MMMNA, the shortfall is made up from the nursing home spouse's income.
Example: Mr. and Mrs. Smith have a joint income of $3,000 a month, $1,700 of which is in Mr. Smith's name and $700 is in Mrs. Smith's name. Mr. Smith enters a nursing home and applies for Medicaid. The Medicaid agency determines that Mrs. Smith's MMMNA is $2,000 (based on her housing costs). Since Mrs. Smith's own income is only $700 a month, the Medicaid agency allocates $1,300 of Mr. Smith's income to her support. Since Mr. Smith also may keep a $60-a-month personal needs allowance, his obligation to pay the nursing home is only $340 a month ($1,700 - $1,300 - $60 = $340).
In exceptional circumstances, community spouses may seek an increase in their MMMNAs either by appealing to the state Medicaid agency or by obtaining a court order of spousal support.
http://www.elderlawanswers.com/medicaid-protections-for-the-healthy-spouse-12019
.
.
"The home, a car and all personal possessions are not countable resources.
Program For All-Inclusive Care For The Elderly (PACE)
PACE provides care to the individual in the home, such as in-home personal care services and home health care. PACE provides a PACE Center that includes a primary care clinic, therapy, personal care, and dining.
To be eligible to participate in PACE, you must be:
55 years of age or older;
Be determined to need the level of care required under the State Medicaid plan for coverage of nursing facility services;
Reside in the PACE organization’s service area;
Be able to live in a community setting at the time of enrollment without jeopardizing his/her health or safety based on criteria set forth in the program agreement and meet any additional program-specific eligibility conditions imposed under its respective PACE Program Agreement.
Only public and not-for-profit organizations may develop and operate PACE programs. They are certified through the Federal government. Currently there are 10 PACE sites in North Carolina.
When a Medicaid recipient receiving any of the above long-term care services dies, Medicaid seeks to recover certain expenses. There will be a claim filed against the estate.
http://www.ncdhhs.gov/dma/medicaid/ltc.htm
Monday, April 6, 2015
THINK IT OVER is unacceptable.
YES is acceptable.
NO is acceptable.
THINK IT OVER is unacceptable.
.
.
Would you like to become a client?
.
.
"Let me take a quick minute and tell you why I'm here, and then you can decide if we should talk further."
.
.
"Let me take a moment to share how these meetings usually go. We'll meet for about an hour. I'll have a lot of questions for you, and I'm sure you'll have questions for me. At the end of about 40 minutes, we should both know whether there's anything I can do to help you or not. If it turns out we're not a fit, that's okay. If we do agree that I can help you, we'll figure out what that looks like then. Does this make sense?"
.
.
"Thanks for inviting me in." Oh, yes, inviting you in. Who do we invite in? Guests! They're going to treat you better simply by saying this! "I want to take a quick minute and go over what we'll be doing here today. We'll sit down and talk about your business for about an hour. I'll have a lot of questions for you...and I'm sure you'll have questions for me. At the end of our discussion, we'll both know whether or not I can do anything for you; if not, that's all right. Neither of us will be mad at the other. If so, then we'll figure out what that might look like then. Does this make sense?"
.
.
"Has anything changed that I need to know about today?"
.
.
They can ask you to leave the room while they discuss your proposal.
NO is acceptable.
THINK IT OVER is unacceptable.
.
.
Would you like to become a client?
.
.
"Let me take a quick minute and tell you why I'm here, and then you can decide if we should talk further."
.
.
"Let me take a moment to share how these meetings usually go. We'll meet for about an hour. I'll have a lot of questions for you, and I'm sure you'll have questions for me. At the end of about 40 minutes, we should both know whether there's anything I can do to help you or not. If it turns out we're not a fit, that's okay. If we do agree that I can help you, we'll figure out what that looks like then. Does this make sense?"
.
.
"Thanks for inviting me in." Oh, yes, inviting you in. Who do we invite in? Guests! They're going to treat you better simply by saying this! "I want to take a quick minute and go over what we'll be doing here today. We'll sit down and talk about your business for about an hour. I'll have a lot of questions for you...and I'm sure you'll have questions for me. At the end of our discussion, we'll both know whether or not I can do anything for you; if not, that's all right. Neither of us will be mad at the other. If so, then we'll figure out what that might look like then. Does this make sense?"
.
.
"Has anything changed that I need to know about today?"
.
.
They can ask you to leave the room while they discuss your proposal.
Re: One-call Close
1. Entry
2.Warm up (spend 15 minutes small talking, even if forced)
3. Measure (complete measure of everything, pointing out details)
4. Company story (sell the HO on your company and sell them off others)
5. Kill Alternatives (sell them off the competitors products)
6. Demo (sell them on your product)
7. Pre-Close (this tackles "think about it's" right before they ever start, and preps them for the one call discount).
8. Close (handling objections and closing)
9. Warm Down (spending 20 or so minutes after you've written everything up)
10. Replace the lead (getting referrals to call).
.
.
You need something. I have it at with a company that has a good reputation, with a person you trust, a product you believe in, at a reasonable price, that I made affordable for you.....what the hell is missing? Oh......you're scared.
Scared that you've been blinded by my stunning charm and witty personality so you can't see the huge mistake you're making, scared that your decision to move forward will put your family in financial straits, scared your friends and family will think you were taken and now you're a fool, or scared that there's more for less...
.
.
The best closes to use to overcome them are the ben franklin close and the reduce to ridiculous close. The way to close a think it over objection is to convert it to a price objection, then close on price.
...the only real way to one call close is to offer a discount that is only good for that night ONLY.
.
.
Re: One-call Close
They are all going to be somewhat different...
1. Meet & Greet
2. Warm-up
3. Needs Analysis
4. Company Credentials
5. Product Demo
6. Measure
7. Pricing and ROI
8. Negotiations
9. Paperwork
10. Cool Down
.
.
I like working them to a point where they hate the way things are now, would love to have what I'm offering, and are seated at attention ready for the price.
2.Warm up (spend 15 minutes small talking, even if forced)
3. Measure (complete measure of everything, pointing out details)
4. Company story (sell the HO on your company and sell them off others)
5. Kill Alternatives (sell them off the competitors products)
6. Demo (sell them on your product)
7. Pre-Close (this tackles "think about it's" right before they ever start, and preps them for the one call discount).
8. Close (handling objections and closing)
9. Warm Down (spending 20 or so minutes after you've written everything up)
10. Replace the lead (getting referrals to call).
.
.
You need something. I have it at with a company that has a good reputation, with a person you trust, a product you believe in, at a reasonable price, that I made affordable for you.....what the hell is missing? Oh......you're scared.
Scared that you've been blinded by my stunning charm and witty personality so you can't see the huge mistake you're making, scared that your decision to move forward will put your family in financial straits, scared your friends and family will think you were taken and now you're a fool, or scared that there's more for less...
.
.
The best closes to use to overcome them are the ben franklin close and the reduce to ridiculous close. The way to close a think it over objection is to convert it to a price objection, then close on price.
...the only real way to one call close is to offer a discount that is only good for that night ONLY.
.
.
Re: One-call Close
They are all going to be somewhat different...
1. Meet & Greet
2. Warm-up
3. Needs Analysis
4. Company Credentials
5. Product Demo
6. Measure
7. Pricing and ROI
8. Negotiations
9. Paperwork
10. Cool Down
.
.
I like working them to a point where they hate the way things are now, would love to have what I'm offering, and are seated at attention ready for the price.
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