A lot of sales and marketing people think if they don’t bring up an objection, a prospect won’t be thinking it. WRONG!!
As you’re making your case for your product or service – if there is a common objection about it – you’d better bring it up and resolve it because they’re thinking it anyway. A nice way to handle this is by putting questions and answers inside the presentation like this:
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“Before we go on, I’m sure you probably have some unanswered questions and concerns. So here are some of the most common:
Q. “My business is driven by word-of-mouth, all this “marketing” stuff isn’t for me”
A. Yes, a great deal of your business comes from word-of-mouth and it will continue to. One major focus of this system is to generate and help control word-of-mouth and referrals. There are many strategies and techniques in the system that you’ve never considered before that will accelerate your current referral sources.
Unless you shape word-of-mouth you have no control over what customers are saying. They could be talking about the great restaurant down the block from you or anything else. With this system you will get a true system for referrals and generating word-of-mouth.
Q. “Will all of this work for me in my part of the market? My customers are different.” ·
A. People are people and they all respond to emotionally charged marketing, it just doesn’t matter if you’re in a major city or out in the country. These marketing systems will work anywhere –guaranteed. The key factor is, you’ll be using proven methods that work no matter what.”
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You should write down all the possible objections a prospect would have and try to resolve them inside the copy of your marketing or your sales presentation. Once you get really good at this, you’ll be able to place the answers in the right spot as people would be thinking about it.
In fact in our business we make it a discipline to complete the “Big Idea Worksheet” as we like to call it, ( a copy of this worksheet is located for you to download for Free Here.
We generally sit around a table with as many different people involved in the project as we can accommodate and work through the Q and A’s so that we are in front of the objections and not behind them. Why not give it a go?