QUALIFYING PROPECTS
HOW TO ASK THE RIGHT QUESTIONS
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INTRO
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WHAT IS A PROBING SALES QUESTION?
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COMMAND THE CONVERSATION FROM THE BEGINNING
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DETERMINE YOUR COMPETITION
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SINGLE OUT THE DECISION MAKER
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PINPOINT THE PAIN AND FRUSTRATION
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SNIFF OUT PROBLEMS AND ISSUES RIGHT AWAY
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DETERMINE URGENCY AND PRIORITIES
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QUALIFY YOUR PROSPECTS
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FAST TRACK THE CLOSE
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CLARIFY WHAT THEY WANT FROM THE MEETING
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UNDERSTAND THE BUYING PROCESS
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IDENTIFY WHERE THEY'VE FALLEN FDOWN PREVISOULY
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GAUGE THEIR APPETITE FOR CHANGE
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WHEN OPEN-ENDED SALES QUESTIONS GO WRONG
6 STEPS TO OVERCOME OBJECTIONS
7 KEY ACTIVE LISTENING SKILLS
HOW TO OVERCOME AN OBJECTION - 4 PART
HOW TO OVERCOME THE 16 MOST COMMON SALES OBJECTIONS
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"NOW'S NOT A GOOD TIME."
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"IT'S TO EXPENSIVE"
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"IM ALREADY IN ANOTHER CONTRACT"
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"JUST SEND ME THE INFO..."
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"I DONT HAVE TIME TO TALK TO YOU RIGHT NOW"
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"I NEED TO RUN THIS PAST MY BOSS/PARTNER"
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"PRODUCT X IS CHEAPER"
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"YOU DONT OFFER FEATURE X"
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"I NEED TO GET A FEW MORE QUOTES"
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"YOU HAVE A BAD REVIEW"
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"WHERE THE HELL DID YOU GET MY NAME?!"
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NO ONE'S HOME
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"I DONT SEE THE VALUE"
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"IM NOT READY TO COMMIT"
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I'VE TRIED SIMILIAR PRODUCTS/CONTRACTORS WITH LITTLE SUCCESS"
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"I ALREADY HAVE A SOLUTION"
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PUTTING IT ALL TOGETHER
OBJECTIONS 101
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OBJECTIONS (5:24)
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WHY SHOULD I GO WITH YOU?
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WELL MY INSURANCE DENIED ME ALREADY (1:14)
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I DONT HAVE ANY DAMAGE (1:18)
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MY INSURANCE WILL GO UP (1:38)
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I DONT HAVE WIND/HAIL INSURANCE COVERAGE (1:16)
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I DONT WANT TO PAY ANYTHING OUT OF POCKET (1:23)
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MY FAMILY MEMBER/FRIEND IS A ROOFER (1:24)
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THIS OTHER COMPANY IS CHEAPER/YOUR PRICE IS TOO HIGH (0:52)
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I CANT AFFORD A WHOLE ROOF (0:48)
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IM WAITING TILL NEXT STORM SEASON (1:28)
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HOW DO I KNOW YOUR COMPANY IS LEGIT? (1:08)
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WHY SHOULD I PAY YOU THE SUPPLEMENT? (1:29)
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WHY IS YOUR ESTIMATE SO HIGH COMPARED TO INSURANCE? (2:19)
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IM NOT INTERESTED (1:38)
122 OBJECTIONS AND HOW TO OVERCOME THEM
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COST AND BUDGETING OBJECTIONS
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TRUTH AND REPUTATION OBJECTIONS
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Timing and Convenience Objections
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Quality and Material Objections
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Insurance and Claims Objections
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Specific Project Concerns
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Environmental and Safety Objections
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Personal Concerns and Preferences
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Legal and Contractual Concerns
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Competitor and Comparison Objections
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Local and Community Concerns
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Long-Term Investment and Value Objections
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Customer Experience and Support Objections
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Technical and Practical Concerns
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Market Conditions and External Factors
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Personal Preferences and Decision-Making
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Environmental and Sustainability Concerns
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Permits and Regulatory Compliance
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Project-Specific Concerns
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Competitor and Market Comparison
15 BEST WAYS ON HOW TO CLOSE
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1. THE "PUPPY DOG" CLOSE
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2. THE SCARCITY CLOSE
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3. THE CONCESSION CLOSE
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4. THE "COLUMBO" CLOSE
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5. THE ASSUMPTIVE CLOSE
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6. THE TAKE AWAY CLOSE
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7. THE "BEN FRANKLIN" CLOSE
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8. THE "ARTISAN" CLOSE
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9. THE "NEXT STEPS" CLOSE
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10, THE "S.A.R.B" CLOSE
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11. THE "HARD TO GET" CLOSE
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12. THE "VISUALIZATION" CLOSE
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13. THE "VALUE WEDE" CLOSE
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14. THE "1-2-3" CLOSE
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15. THE "HARD" CLOSE
