SalesHQ

                                           By pass the why is the price so high or different between value rate and main task.

Explain we are an upfront pricing company and what that means to the consumer. How our first task will always include the cost of doing business such as me ,truck stock, insurance ,office staff, paperwork. Repeat this any time a difference in pricing that makes the client question why the price is so different between the main task and value rate.

Explain you want them to be a member of our value plan so they can receive discounted prices ,receive a discounted rate right away.

Show the copy of a plan covering your prices.

                                                   Customer asks what are all these other items on your paper all I wanted was this fixed.

By pass this objection by stating matter of fact we will cover all that later or we will get to that later.

                                     Client does not want any other items done that you found on your inspection.

                             List all preventive measures below the items that need immediate attention on your paper towel.

Would you feel better about preventive maintenance or

How do you feel about preventive maintenance which will allow a longer lasting life of your equipment, make them work easier and possibly stop any property damage such as water on the base of a cabinet or floor base of the floor

                                        I don’t think I want to do the other stuff

Why do you feel that way?

Are there any concerns about my proposal ?

Would you agree at some point you will be addressing these problems in the future? Explain the purpose of our value plan will be to allow them to know of all problems they will encounter in the next year. By being preventative we can bypass additional trips and service charges saving them money in the future.

I have to think about it or I have to speak to my spouse

Let the customer know you will go ahead an make the repairs that have been accepted while they think about the rest of the proposal. Make sure you set the products out for the client to see them while they are thinking about them such as a faucet, water closet ,disposal etc. When completed with the repairs ask about completing the rest of the work

Is there anything about my proposal that concerns you?

What concerns may I answer for you?

Are there any doubts in your mind as to what I have on your proposal?

Are there any reasons why you are not moving forward on your proposal?

                                                     All I wanted done is what I called you out for

Repeat the same reasons you have for preventative maintenance.

Be creative in the way you express your answers to the concerns.