We offer a lower rate on someone’s utilities. They say, “No.”
They are afraid the new utilities won’t work. They might imagine that we would drain the old electricity out of their house, and put in new electricity that is inferior or a lower voltage. Or, the new phone coverage is vastly inferior. (We can fix this with priming questions.)
They don’t believe us. (We can fix this with early rapport facts.)
Their mothers dropped them on their heads. (Not much we can do about this one.)
They have a negative, victim attitude. “Nothing good ever happens to me.” (We are not professional psychologists. Leave them to the experts.)
This sounds hard and confusing. (Tell them it only takes a couple minutes to switch, and we will help them.)
They had a fight with their spouse one hour before we arrived. (We are not in charge of what happens to other people’s lives. Outside of our control.)
They fear salesmen. (They carried this baggage with them all their lives. We can overcome this with the “option” approach.)
We ran over their pet when we arrived for our appointment. (This will not end well.)
We overwhelmed them with too much information. (The human mind craves simple.)
Too many options at closing. (Humans prefer two easy choices.)
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