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OBJECTIONS ARE GOOD...they are part of the process of showing your potential customer the value of Intelligent Design's system.
They are not personally directed toward you, they are buying signs. If the customer gives you any response other than a hang-up, they are simply waiting
for you to build value specifically to their needs. You can build value by becoming familiar with the STANDARD FEATURES our system offers, so start studying
them today. OBJECTION: How much money will this cost me?
RESPONSE: You don’t want to give them an answer at this point, because you really can’t. You don’t have enough information about what they need. When this question arises, simply say that you would like to schedule an appointment with one of our Product Specialists so that we can evaluate their business needs. Then, set a firm appointment.
OBJECTION: We’re not really interested.
RESPONSE: We have invested millions of dollars in a website development platform which will create cutting-edge websites for businesses like yours. The system includes a 2,000 product catalog, merchant account set-up, website statistics and website promotion, a Flash presentation, public and private chat rooms and much more. Will you be willing to spend just 20-30 minutes with me and one of my Product Specialists on a no cost, no obligation demonstration tomorrow?
OBJECTION: Are you selling something?
RESPONSE: Absolutely. Our company has invested millions of dollars in a website development system which enables businesses like yours to establish an online web presence immediately. The system includes a 2,000 product catalog, merchant account set-up, website statistics and website promotion, a Flash presentation, public and private chat rooms and much more. Will your be willing to spend just 20-30 minutes with me and one of my Product Specialists on a no cost, no obligation demonstration tomorrow?
OBJECTION: We really don’t have time for this.
RESPONSE: I understand completely. Please recognize that I am not here to waste anyone’s time. However, our company has invested millions of dollars in a website development system which enables businesses like yours to establish an online web presence immediately. This state of the art system will allow your company to cut advertising expenses and increase revenue. I will be happy to set up and appointment with one of my Product Specialists for a no cost, no obligation demonstration tomorrow. Are you available at 2:00 pm?
OBJECTION:I already have a website. I'm really not interested.
RESPONSE:I understand you already have a website, and that's exactly why I'm calling. I'm an internes business consultant
and I recognize the multiple challenges that businesses like yours face when attempting to establish an internet presence in this competitive market. Our company can design an e-commerce website for
you immediately. The complete web package consists of tools and features like a 2,000 product catalog, Flash presentations, statistics tools, contact managers,...and much more. Most design firms
charge thousands of dollars for these features, but we offer them as part of our package. I'd like to show you what our sysbem can do...may I set up an appointment tommorrow at 2:00 PM?
OBJECTION:I need to think about it. I'll call you later if I want it.
RESPONSE:When someone tells me that, it usually means one of two things: either they don't see the value in how the website can help their
business, or they're worried about costs right now. Which is it in your case today?....This is a pretty good indication that they are hiding the real reason from you
and are clouding the issue to prevent detection. Ask specific questions to pin the customer down and you will be able to overcome this objection.
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