"Give Me a Discount and I Will Give You the Order"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "Give me a discount and I will give you the order". The scripts cater for a range of customers so choose the one that best suits your sales style and customer.  

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“Give me a Discount and I will Give You the Order” Objection

1. "You know, when our company started in business, they decided to always quote the best price first.
This is the only way to maintain integrity.
We also figure that it is better to apologise for our only commitment to quality once than to be forced to apologise about poor workmanship forever.
"
2.    "If you give me an order for 5, I can give you a discount.
If you order only 1, you need to pay the same price that all our customers pay.
Would you like to order 5?"

3.    "(Prospect’s name) our price is based on high-quality materials, superior design, excellent workmanship and longer durability.
That’s exactly where your discount will come from.  You’ll save more on our product over its lifetime because of lower maintenance and fewer headaches.
Can I take your order now?"

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16/02/2013 16:04

"I Cannot Afford it Right Now"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "I cannot afford it right now". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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 I Can’t Afford it Right Now” Objection

  1. “I could agree if we were talking about luxuries.
    But you and I are talking about necessities.
    How can you not afford it?”
  2. “(Prospect’s name), all of us have just so much money we can use for buying things. Correct?
    So it isn’t a question of being able to “afford” this product, but one of using some funds in a different way.
    Let’s talk this over and see if we can find a way to meet this challenge.
    I know you don’t have an unlimited budget, so let me show you how inexpensive it really is to own our company’s products.”
  3. “That reminds me of the old saying, “We all buy things we can’t afford to impress people we don’t like.”But we’re not talking about impressing people here, we’re talking about improving your living standards. What could be more important than...."

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16/02/2013 16:0

"I Do Not Have the Money"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "I do not have the money". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“I Don’t Have the Money” Objection
1.    “I know how you feel.
Usually when we say that we don’t have the money, we really mean that we want to hold back until that exceptional opportunity comes along.  Right?
Let me tell you, this one of those exceptional opportunities.”
2.    “I respect that.
If I could show you 2 ways of ownership on our credit plan, would you be interested?”
3.    “Are you aware of how little it costs per month to own our products?”  
4.    “You don’t have to give us your money.
In fact, we can give you the money so ….”

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16/02/2013 16:06

"I Want to get a Couple of Quotes Before I Make up My Mind"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "I want to get a couple more quotes before I make up my mind". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“I Want to get a Couple of Quotes Before I Make Up My Mind” Objection
1.    “I understand that you need to check the price and I’d like to help you out.
What, specifically, are you looking for?
You see shopping for our product is like shopping for transportation; you can buy a Ford, Toyota, BMW or a moped.
What exactly, do you want?”
2.    “Of course you do.
I encourage you to look around before you make the final decision.
Let me ask you a question.  
What other companies have you considered that might be able to suit your needs?
Let’s compare features and benefits.”
3.    “Great.  I’m glad you told me that.
I have the price lists of our major competitors right here.
Let’s save time and….”

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16/02/2013 16:09

"I Want To Get Two More Prices"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "I want to get 2 more prices". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“I Want to get Two More Prices” Objection
1.    I understand that you want to compare the prices and values that each company has to offer.
We encourage our customers to do so.
Let me ask you a question.
Based on what I have shown you today, what are some of the reasons for and against owning our products?
2.    I don’t blame you for shopping around.
I was wondering what criteria you have set for comparing these prices?  What key requirements are you looking for?  
3.    “You impress me as a very busy person and I’d like to save you some time.
I have the prices of our competitors here in my briefcase.
We can go over….”

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16/02/2013 16:11

"I Want To Think It Over"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "I want to think it over". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“I Want to Think it Over” Objection
1.    "What exactly do you want to think about?"
2.    "Sometimes two heads are better than one, so let’s think it over together.
Is it the financing you’re concerned about, or is it something about the product you’d like to think over?"
3.   " Let’s think it over now while it is fresh in your mind.
What are some of the items you need to know more about?"
4.    "You have made bigger decisions than this before, haven’t you?
Why not save time and get this one out of your way? "
5.    "As busy as you are, you probably have other things to think about that are more important.
I imagine that this is a relatively small decision for a person like you.
Why not make the decision....."

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16/02/2013 16:12

"Why Should I Buy from You?"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "Why should I buy from you?". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“Why Should I Buy from You When I can Buy a Similar Product for much Less?” Objection
1.    “If our competition is much less, what does that tell you?
Maybe they know how much their product is really worth.”
2.    “I am glad you brought that up, because many of our current customers made similar comments before buying.
They’ve found that our price is higher, yet the products are better value.  Let me give you the names and phone numbers for some of our customers.
Let them tell you in their own words why they chose us.”
3.    “Sure you can get any product for much less.  You can get an imitation Rolex for a few dollars.
The question is: Are you going to be happy with a….”

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16/02/2013 16:14

"You Have Got To Do Better On Price"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "You have got to better on price". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“You’ve got to do Better on Price” Objection
1.    “I understand that you want a low price, and we will be more than happy to lower it to the level you have in mind.
Let’s review the options that you’d like to cut from our quote, so we can meet your needs.”
2.    “Our company builds our product up to a quality, not down to a price.
A lower price would prevent us from staying in business and serving your needs later on.
When you buy from the cheapest companies in the industry, you are buying from companies that that may be out of business next year, and that must concern you?
Shouldn’t you really buy from our company?  Now?”
3.    “Yes we can do better than that if you agree to give us a larger order…..”

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16/02/2013 16:16

"Your Competitors Products Are Better"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "Your competitors products are Better". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“Your Competitor’s Products are Better” Objection
1.    “I don’t believe I understand that.  
Would you like to expand on that for me?”
2.    “Better in what way?”
(Have the customer list what he or she likes about your competitor’s product; then show how yours has the same or better buyer benefits.)
3.    “I would be interested in hearing your unbiased opinion on the two products.”
4.    “Obviously you have had a chance to look at our competitor’s product.
What did you see that….”

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16/02/2013 16:00

"Your Price Is Too High"

Written by Drew. Posted in Handling Objections.

Immediate one liners, sales scripts and answers to the customer objection "Your price is too high". The scripts cater for a range of customers so choose the one that best suits your sales style and customer. 

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“Your Price is too High” Objection
1.    “Which means?”
2.    “Compared to what?”
3.    “How much did you think it would cost?”
4.    “If our competitor is much less, what does that tell you?  Perhaps they know how much their product is worth?”
5.    “You know that our quality is the highest you can find, which means that you pay much less over the life of the product.  
Doesn’t that interest you?”
6.    “It is high compared to what some companies charge.  However, we sell XX products a month to more than YY customers.  
Why do you think that is?  These customers would not buy from us if they did not see the superior quality, service and….”

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16/02/2013 16:17