di Salvatore Coddetta, formatore e coach professionista
Salvate questo post, poi prima di una chiamata a freddo leggete la lista delle obiezioni e quando sentite che il vostro potenziale cliente ne utilizza una tra quelle presenti, rispondete come vi suggerisco in questo articolo. Provate e fatemi sapere se i miei suggerimento funzionano lasciando dei commenti a questo post!
argument: "Please send me information"
Answer: "From what I just said, what has captured your interest?"
Answer: "In particular, what information you want to receive?"
Answer: "What are the priorities of your sector?"
Answer: "What are some of sifde your industry?"
Answer: "How do you manage these challenges today?"
argument: "We have no money"
Answer: "I understand. We say that money is not a problem, rather I am interested to know your needs than a. .. "
Answer:" I'm sorry. When you say you do not have money, you mean that you are still interested in our product / service and that if we can find a financing solution for you might consider buying? "
Answer:" I understand. We say that money is not a problem, rather I am interested to know what are some of sifde your industry at this time the market?
Answer: "I understand. We say that money is not a problem, you're happy with your current suppliers?"
Answer: "I understand. We say that money is not a problem, what you find frustrating in your work?"
Answer: "What would happen if we found the solution the economic issue? "
Answer:" What would happen if you discovered that we could save you a lot of money? "
Answer:" What if there was an immediate and verifiable return on investment? "
argument:" It is not a priority now "
Answer:" What are the priorities of your sector? "
Answer:" What are some of sifde in your field? ""
Answer: "What is on top of your list of priorities that could help solve? "
Answer: "What if I revealed that we have the solution to your challenges?"
Answer: "What if it turns out we can give a great competitive advantage over your competition? "
argument:" We already serve from your competitor "
Answer:" What do you like them? "
Answer:" What you do not like them? "
Answer: "What would you like to see them do better?"
Answer: "What made you start to use them?"
argument: "It costs too much"
Answer: "When you say it costs too much, what mean exactly? "
Answer:" How was your past experience with solutions like ours? "
Answer:" How do you know that it costs too much? "
Answer:" How was his past experience with companies like ours? "
Answer:" It 's not aware of the potential cost of purchase? "
argument:" Call me back in six months "
Answer:" Because in six months ?
Answer: "What will be different in six months, so it's worth the calls?"
Answer: "In six months, when exactly?"
argument: "It is I who decide"
Answer: "What can I say about them?"
Answer: "What do you know their priorities right now?"
Answer: "What do you suggest we do to talk to them?"
Answer: "What do you recommend to do to get an appointment with them?"
Answer: "What is your advice on how best to approach them?"
Answer: "What is more likely to get their attention?"
ottenre Questions for an appointment with the prospect
Question: "What is your availability in the coming weeks?"
Question: "When can we meet for an initial conversation?"
Question: "I wish I had a meeting with you early, when can we meet?"
Question: "What do you think of a first meeting to explore the question?"
Question: "When I have an appointment with her "
Question:" When would be a good time to meet us? "
Question:" We already meet this week or next is more comfortable? "
Question:" Are we really the solution to your challenges, what I think we meet? "
Question:" If you really could save you the cost, what would you say to meet? "
Author: Salvatore Coddetta, trainer and professional coach
Final Tip: Salvatore Coddetta organizes courses in telemarketing. If you are interested in the courses of telephone Salvatore salvatore@salvatorecoddetta.it write to or call 0662208272
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