Posts Tagged ‘Job’

I need some find fact finding questions?  This is my first car salesmen job.

Do You Have an “Elevator Speech?” The other day my son called me.  He is a new, but already successful, young internet entrepreneur.  He told me that he had been invited to a luncheon of businessmen and that he would be given 60 seconds to introduce himself to the group.  He told me that he had gone onto this web site to use the FAB Script writing tool to prepare what he proudly referred to as his “Elevator Speech.”  (If you are a member of this site, you have free access to this great tool.)  It is obvious that he had ...

There are times when a prospect will give us an objection that catches us off guard.  We may not have heard this objection before.  We may have heard it before but did not handle it well in the past.  We may have heard it before but do not recall how to respond.  This is when a great sales technique of stalling for time is very helpful. For example, a prospect gives us an objection and we immediately are aware that we are not prepared to handle it well.  We need some time to think … and … ...

Regardless of what we sell, we will often find that when we ask for the order we meet with some resistance.  Sales Pros know this comes with the job and never take it personally.  Following is a basic, but very effective, formula for responding to an objection from a prospect. The objection handling formula is: Cushion, Technique, and Close.  Here is how it works.  It is important to remember that the prospect knows we do not want to hear the objection.  The prospect knows we want to hear agreement.  Therefore, when a prospect gives us an objection, they are expecting us ...