Door-to-Door Millionaire: Secrets of Making the Sale by Gray Lenny

Author:Gray, Lenny [Gray, Lenny]
Language: eng
Format: azw3
Published: 2014-02-17T16:00:00+00:00

Sales Rep: “It’s good to hear that you subscribe to a cable service. It’s clearly the best option for getting a variety of channels at a low cost. I get a lot of people that switch from their current provider to what I offer because of our pricing and programming options. What do you like most about your current cable provider?”

Customer: “The channels they offer fit the needs of my family, and we get a good price for the number of channels we have access to.”

Sales Rep: “And that’s what a cable company should offer. In fact, if you stack up our pricing and channel selection with your current company, there aren’t many differences. The reason most people switch to our service is because our pay-per-view movies are $2 instead of $5, and also because we give two-hour time windows for service calls. I’ve spoken with several former customers of your current provider, and they’ve told me their biggest frustration was waiting around most of the day until the technician arrived. But with us, we give you a specific two-hour time window so you don’t have to plan your entire day around the cable company.”

Being able to highlight the specific differences in what you offer increases the chances of the potential customer switching to your product or service.

To review, when a potential customer already has what you are selling, you should:

Acknowledge their intelligence

Explain how common it is for people to switch over

Recognize similarities and emphasize differences

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