By now you should be familiar with all of the products and services we provide. If you don't, then study on your own time, Dish.com, DirecTV.com, CenturyLink.com, Comcast.com, Vivint.com, Exede.com, ATT.com & HughesNet.com. Some of the products you should be learning about include Exede Internet, Vivint Home Security and Automation, Dish, Directv, Centurylink and Comcast We also provide Media Boxes and Off-air antenna's.
What is Role Playing? Role playing is defined as pretending to be someone else or pretending to be in a specific situation that you are not actually in at the time.
An example of role playing is when you pretend that your friend is your boss and you have a practice conversation in which you ask for a raise.
An example of role playing is when you and your spouse pretend to be out on a first date, even though you have been married for ten years.
Role Playing can help you to boost your confidence in your abilities. It can help you to hone your skills and become a better sales person. Practice Role Playing often, even if you are an experienced sales person, so that you can continiue to sharpen your skills.
Take this time to practice Role Playing. Ask a friend or family member to pretend to be the customer. Act as if you are calling them on the Sales Dialer. Read the script, practice objections and rebuttals, encourage your partner to make you think. This exercise will enhance your product knowledge and help you become more comfortable with the script and rebuttals.
Objections and Rebuttals
Another important part of the script are the Objections and Rebuttals. You need to "know when to ignore the no." Plain and simple, if the customer does not trust you she will not buy from you. If a customer tells you she is not interested, you need to know what to say to get her interested. You need to help her feel that she can trust you. Potential clients are very busy and get phone calls like this all the time. You have to know how to keep their attention. You need to be able to get them to "lower their wall of resistance" and trust you so that they will be more comfortable purchasing your product.Review the following web page for some examples of objections and rebuttals that we use.
What are "Objections"? Objections are the reasons that the customers (or potential customers) tell you they cannot or will not buy from you. Rebuttals are the answers you give them as to why they SHOULD.
For example, a customer may tell you they are not interested, or they need to speak with their spouse before making any decisions. You have to have a rebuttal for every objection. By having a "stockpile" of rebuttals already in your head you will have the ability to think and respond more quickly, thus lowering the customer's wall of resistance a lot more easily.
Below you will find the script that we use, as well as the links for each objection that we have encountered and possible rebuttals for each objection.
By now you should have all of the tools you need to gain the product knowledge and experience to sell on the telephone. Continue Role Playing. Continue to familiarize yourself with the products offered. Practice the Sales closes. Practice your objections and rebuttals. Review days one, two and three. Read your book(s). Become a student of life and continue to learn and grow and be prepared to learn more tomorrow!
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