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REMEMBER: Your new found friends (aka: Sales Guests) are showing signs they are likely getting ready to ‘step up’ and you’re sure you have the ‘deal’ and then they ask (e.g.) ‘If we do this today ‘Slick’, aren’t there some sort of cancellation provisions…?’
Too often the rep will blurt out (e.g.) ‘There sure are Cid and Molly. Why, you have a full 7 business days to cancel and all you have to do is take this dandy little form and mail it or fax it in and…’ And that rep can often kiss that deal goodby for all eternity, even if the prospects signs today.
The question this prospect just asked has a couple meanings and the Pro needs to find out exactly what is on the prospect’s mind. A little humor can go a long way to unveil their concern.
A good response would be: “Great question folks. You know, in some jurisdictions the right to cancel is as long as 10 days, and in other jurisdictions that right to cancel is about 5 days”, (and now look at your wrist watch) “and here, oops, your time just ran out!” And if you say that in a jesting manner they are likely to chuckle along with you.)
Then outright ask them if they became owners why would they want to ‘kick’– and then shut up, let them spill what is on their minds and then overcome that objection(s) and/or condition(s) close the deal and laugh all the way to the bank!
TODAY’S VIDEO: Pink Floyd – Time
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