Scenarios Flashcards
- Prospect starts asking questions at the start of call/trying to control the call
That’s a great question NAME, and we’ll definitely get to that.
But first, how this call goes is…
But first, tell me about…
- If they try to jump to cost (How much is it)
It depends on what exactly you need and want.
So why don’t we figure that out first and see if it even makes sense for us to work together before we talk about fees? Does that sound fair?
(If they insist or want a range)
We’re somewhere between $2000 and $5000. But again that depends on what you need so let’s get through these questions first and then we can talk about the cost after. Sound good?
- If they ask for a proposal prematurely
Sure, but let’s figure out what I need to actually put in that proposal first.
So in order to do that, I just need to ask you a few questions. Is that ok with you NAME?
- How to reject someone / not the right fit
«_space;Option 1»_space;
After speaking with you NAME, I don’t think I’m the right fit for you/I can help you (at this time) (because reason), but I want to thank you for your consideration and getting on this call with me today and I wish you the best with your business. Goodbye.
«_space;Option 2»_space;
NAME, it doesn’t sound/look like we’re going to be doing business today so I wish you the best and I hope you have a nice day. Goodbye.
- If the prospect is on the fence
I gotta get going here soon, so is this something you really want to do? Because if it’s not, that’s perfectly fine you just have to let me know.
(I dunno…)
I think the real decision you have to make is whether or not you’re ready to commit to (having the desired outcome), or whether you want to continue/stay (having all the problems and challenges they just told you they had).
- Price objection last resort > $500 discount for testimonial + referral
Alright, well here’s what I can do for you NAME…
If you promise to give us a testimonial when we get you results and connect me with three people who can use our service, then I’ll take $500 off your monthly fee.
How does that sound?
- If the prospect wants is about to leave the call without making a decision
Ok, NAME well we can only take on one client per city and I will be speaking with other doctors/owners. So if you don’t make a decision today then I can’t guarantee that we’ll be able to work with you later.
Are you ok with that?
So what should we do?
- If they don’t sound certain about moving forward
Are you sure? Cause you don’t sound certain and I don’t want you to do this if you’re not sure.
(You want to make sure they really want to do this or it’s just gonna be a waste of time and energy)
- If they ask if they can send you a cheque / do a wire transfer
The way our business is structured, we only accept credit cards.
(Also it’s easier and faster for both parties)
- If you sense there is a hidden objection that they won’t tell you
It feels like there’s some other consideration on your mind NAME. Am I right on that?
(no…)
Are you sure? Because I just want to make sure we’re on the same page here so that I can provide you with the best service.
- Complaint about taking 3-4 months to get best results/to optimize
Well, that’s how long it takes to get the best results NAME.
Good investments don’t happen overnight. It’s gonna take some time.
And from our discussion, it doesn’t sound like you have any plans for the next couple of months, so that time is going to go by with or without me.
but if we work together, I know that we can get you some great results.
- If (you feel like) they don’t trust you
It sounds like there’s a trust issue here. And I get that you don’t want to make the wrong decision. So what can I do to make you more comfortable and prove to you that I’m not here wasting your time?
- If the prospect is angry or upset about something
(Let them get it all out - just say “got it”, “tell me more”, “anything else?” - and then when they’re finished:)
Ok got it. Well thank you for sharing all of that with me NAME, I really appreciate it.
(Meet them at the same energy but on the same side/team as them - “That makes me (emotion) too because (reason)”
Ex. that makes me mad/upset too NAME because it makes it harder for me to help you see that our service can truly help. Can you help me with something NAME?
(yeah what…) How can we work together to solve this problem?
- If you don’t know the answer to a question
That’s a great question NAME . I don’t have the answer right now but would you mind if I got back to you on that with the best/most accurate answer?
- When you’re not sure how to respond
What were/are you hoping I’d say to you?
How were/are you hoping I’d address this?
What do you want me to say to you/that?
> > they give you the answer to how to overcome the objection/respond
