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Hi it#39’s Kurt Drew and welcome to thismonth'’s marketing minute in the sales appointment for a radon mitigation system a lot of times you'll get people saying hey IN#39’m going to get three bids or hey I'm not going to make a decision today my wife and I need to talk this over or some type of excuse that tells the sales person that hey they London#39’t try to close me today in essence what the homeowner is telling you is that they've got some tensionthere'’s tension in this situation, and they want to make sure that you#39’re aware that you're not going to close this job today they're they don't have enough information really to say yes or no sorely on in the sales apartment it'very common one strategy that I highly recommend you used to overcome this objection really is called the permission statement if you open up your operations manual, and you go into section 3 on page 36 the permission statement is detailing out here this whole strategy in essence what we#39;redoing is we're giving the homeowner the option of saying no obviously we'retrying to get a one-stop close here right we want to get an answer yes or no today we#39’re also utilizing a sales process building value we#39’re asking a lot of questions and building value, and ultimately we have a pretty good-sizedticket at the end of this appointment compared to the competition it's just going to come in and quote price rights we're going to probably be more expensive if they get other bids so we kind of do something to try to you know close that thing up and this permission statement strategy it's really going to help you do that in essence what the permission statement is saying that have usually got three answers when we DOA sales appointment we get a yes chichis our favorite answer we get an O chichis actually our second favorite answer, and we get maybes now I got thinking over I got to get bids the maybe is what we want to try to eliminate because in essence a lot of times people are just telling you no, but they don't want to hurt your feelings you know they're just nice people and say well I got thinking verso the permission statement at the beginning of the sales call is just an agreement with you and the homeowner today anything could you just give me two answers either a yes or no yes you want to go with this no you don't want to and no maybes now you might think how does that going to work well psychology at play is that play here so by them getting the option and speaking about the no answer upfront basically reduces that tension and Northam#39’ll be more comfortable listening to your proposal listen your sales appointment, and they know that they can just say no and so what this does it actually increases your closing percentage because people airless lets stressed out about the appointment and more engaged with you so encourage you to try this strategy it really does work it#39’s used across a LOOF different sales organizations around the country and I encourage you...
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