1. Be his/her Friend
* get his name before you introduce your product. sell yourself and the company (must know the company's mission and vision)
2. Be an Expert
* you know what you are talking about, be specific on details, know the product and terms.
3. Investment Consultant
* advice on what to do to his money.
PRODUCT PRESENTATION:
1. Sell Yourself / Company
* eye contact shakes hand, smile and get his name.
2. Sell The Product
* quality of the products and services
MINOR REFLEXIVE QUESTIONS:
1. Tie Down
- question at the end or beginning of a statement that elicits a positive response or isolates an objections.
2. Porcupine
- ask the buyer answerable by yes.
3. Alternate Choice
4. Involvement Question
- a question the buyers must ask themselves after they own your product or services.
FEEL – I understand what you feel
FELT – I also felt that way
FOUND – But I found out
5. Sharp Angle
- a question preceded by the word “IF”
TWO (2) DONT'S:
1. Don’t argue with the buyer.
- lead them to answer their own objections
2. Don’t attack them when you answer the objection.
HANDLE OBJECTIONS:
1. Listen well than talking
2. Feedback the objection
3. Question the Objection
^ they might answer his own objection
^ pop-out a hidden objection / clarify
^ what happen then, he will think it over
4. Handle the Objection
5. Confirm the Answer
6. Close the Sale
