At this point here is what you have: PROSPECT: "I guess we were hoping it would be around $25,000." A) I don't have the money? B) I was just shopping preparing for next year? C) I need to check on the permit? D) I might be getting laid off? E) The stock market is in the dumps? F) I just found out my wife is pregnant? G) Corn prices are in the dumps? H) I don't have 25k? This prospect is prequalified and ready to be moved into the home and be sold. You move gracefully through the 10 step sales continuum (TM) and watch the sale land in your arms. Of course you have all the decision makers present before you get out your FFQ (fact finding questionnaire) and proceed. SAMPLE SCRIPT: (You could be outside the home or even just in general conversation. You need to do this way before the book presentation/price delivery) Pre-qualifying is so vital because later when you ask them to move forward (purchase), they don't come up with a ton of excuses such as - I need to talk to my banker, the stock market is down, I might be getting laid off, the corn prices are down, my dog eat my checkbook, etc. These are major put offs, and when you become a trained skilled closer you can come back and say "John, I am confused , earlier you stated that you were getting a (X) for sure, you wanted it this year, you had a number in mind and the funds were set aside, did I miss something? REP: "Sounds good, let me ask you, when you decide what company you want to work with, is this a project you want to do this year?" 1) When setting the appointment you found out he can get a permit and he owns the land/home. 2) He just said he is getting (X) from someone. 3) He just said he wants (X) soon. 4) He just said he was hoping it would be around 25k. 5) He just said that he was paying cash. 6) He said you're the second guy to see him. 7) He did not say no at this point about moving forward. PROSPECT: "Well, we had another guy out before you, but we don't have a budget." Remember the GOLDEN rule selling in the home: You can't sell anybody anything if they are not qualified. At minimum to be qualified you need: PROSPECT: "Yes, I am thinking as soon as possible." REP: "Excellent, that's a decent number let me ask you, knowing that your going to get (X), and that you want it this year, you also have a good idea what this project might cost and the funds are available, if I could show you a high quality product backed by a solid company that fits your budget, do you see any reason why we couldn't move forward?" REP: "Well based on the guy out before me, you now have an idea what this project might cost, would you have a hope number, a number you were hoping it would be around?" Now can these objections come up after you offer to move forward? PROSPECT: "Well I am getting other bids, but I am in the market and I am interested in hearing what you have to say". REP: "Sure, Knowing that you are going to get (X) and get it this year, do you have any idea what this project might cost. I mean do you have a budget in mind?" REP: "Good, let's go back in the house,Cheap Laurent Robinson Jersey, I want to show you some pictures, design the project and of course get you the price you were looking for. A) Money or credit B) A home or Land C) Able to obtain a permit or variance D) Have a need or want for the purchase PROSPECT: "Yes, we are going to get (X) for sure." Below is a sample script you can use for pre-qualifying a prospect. If the prospect does not have a NEED, WANT or any INTEREST why should you deliver a today price? We create urgency by letting them know that moving forward now is much better than later. REP: "That's not a bad number,Cheap Chris Williams Jersey, let me ask you if the project came in around $25,Cheap Ronnie Brown Jersey,000 do you have the funds set aside or will you need assistance?" PROSPECT: "We are paying cash." REP: "So John it sounds like your going to purchase a (X) from someone right?" The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More