WARMING UP ON THE DOORS
And lower resistance
S.A.W.C.E
SMALL JOKE
APPRECIATION
WEATHER
COMPLIMENT
EXPLAIN!
How are you doing?
DIFFERENT TYPES OF RESISTANCE
PASSIVE (LOSS OF INTEREST,
DISTRACTIONS)
EXCUSES (ask questions get to the
point)
- FROWNING
-''I DON’T HAVE ANY TIME''
- GLANCING AT WATCH/PHONE
-''IM FINE WITH MY BILL''
- WONDERING EYES
-''IVE ALREADY LOOKED INTO IT''
-DOG/KID INTERFERENCE
-''ID RATHER MY SPOUSE BE HERE''
-''I DON’T WANT ANYTHING''
OBJECTIONS (CONCERNS) (interest)
''NOTHINGS FREE‘’
''I DON’T WANT HOLES IN MY ROOF''
''I HEARD THEY PUT A LEIN ON YOUR HOUSE''
''ITS NOT AN INVESTMENT I WANT TO MAKE''
''IVE ALREADY RECIVED INFORMATION FROM ANOTHER COMPANY''
ETC.
OVERCOME & GET TO THE CLOSE
EXCUSES
- ''PEREFCT I DON’T EITHER!''
PASSIVE
-INCREASE THE ENERGY
- ''WHAT WOULD YOU SAY YOUR AVERAGE ELECTRIC BILL
IS?''
-STRAIGHTEN UP
-MAINTTAIN EYE CONTACT
-ONLY TALK WHEN YOU HAVE THEIR
FULL ATTENTION
-BODY LANGUAGE
-''SO YOU’VE RECIVED INFORMATION FROM TRINITY IN
THE PAST?''
-GREAT, I NEVER CATCH BOTH SPOUSES HOME AT THE
SAME TIME, MY JOB IS ACTUALLY TO FIND A BETTER DAY
AND TIME FOR YOU GUYS TO RECIVE THIS INFORMATION''
OBJECTIONS
ASK WHY BEFORE GOODBYE
GET TO THE ROOT
COLLABORATE DON’T CONTEND
HEAR THE FULL CASE
SELL THE DIFFERENCE WITH INDIFFERENCE