Articles will include telephone talks and rebuttals which includes advertising sales and appointment telephone talks, prospecting, likely advertisers, qualifying the prospect, phone objections, appointment presentation, presentation objections, closing techniques, phone or in person price drop, commission structure for consultants working for you, contact information card and record of contacts, call tally sheet, activity success scoreboard, advertising order form, final status report for sales and advertising articles that you can include to promote your new home-based advertising newpaper.
Not everyone will work for you in every situation...but many will, because each of the telephone talks and rebuttals has been recommended by one or more members of our front-line marketing force-our own managers and sales representatives. Each of these telephone talks and rebuttals has worked time and again for one or more of our seasoned sales pros.
For your convenience, we have divided prospects' objections into broad catagories contained in the Advertising Sales and Appointment Telephone Talks, and each of these into more specific objections. So look them over, and more often than not you will find the right rebuttal for the particular situation.
The telephone talks and rebuttals are designed for use with a customer who has indicated during the telephone talk a genuine interest in advertising in your advertising newspaper, but has expressed some uncertainty about making the purchase. The uncertainties expressed by customers typically involve price, budget allowances, etc. The telephone talks and rebuttals can help you to relieve the customer's apprehension about such matters and close the sale.
However, if the prospect gives you an emphatic "no" or indicates clearly that they certainly do not wish to purchase your advertising space available in your newspaper, then you would be wasting your own time as well as theirs, if you attempted to make them alter their decision. Under these circumstances, be courteous, say thank you for your time, and hang up the phone.
However, when your prospects indicate genuine doubt, it is your job and your responsibility to help them resolve whatever questions they may have.
Although numerous telephone talks and rebuttals will be detailed for your use, remember that only one rebuttal is to be used for any single objection raised by a customer unless the customer expresses uncertainty or a desire for further explanation or discussion of the point. In these instances, other rebuttals would be used as required. Of course, the rebuttal used should always relate specifically to the objection raised by the customer.
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