Don’t you hate that when someone says ………”that’s ridiculous I’m not paying that!”
Here’s a question for you………….would you prefer to hear them say that before or after you have done the job?
Before, right?
That’s why it’s really important that before you do the work you are sure the person you are speaking to has “the NWAM!!!”
- Needs – they have a problem that you can help them solve.
- Wants – they want the problem solved in a timeframe that you can deliver on.
- Authority – they are the right person who can make the decision.
- Means – they are able AND willing to pay!
Having a good “script” in place, so you know what to say and how to say it, will mean that you won’t have to deal with that phrase after you have done the work. AND if you use the script the right way you will also very seldom hear that phrase before you do the job.
A good script means you will make more sales, at the right price and get paid!