Here is how you may Qualify The Prospect: Qualification #1:
Great Mr./Mrs._____________. Oh,...by the way...do you make all the decisions regarding advertising for ( business name you are calling ) or do you have a partner that you will need to get with? ( NO JUST ME ): Great, we'll see you soon!!
Qualification #2:
( I HAVE A PARTNER ) That's great Mr./Mrs._____________,... will your partner be available to sit down with us today? ( YES, HE/SHE WILL BE HERE ). Great we'll see you both shortly. Thank you, good bye.
Qualification #3:
( NO, MY PARTNER IS NOT HERE ) I see,... do you make decisions regarding advertising without your partner? ( NO ) I can certainly understand that Mr./Mrs______________. We would like to meet with you both and show you how DAWSON NEWS can save you a considerable amount of money for your advertising. Could we set an appointment when both of you will be available to get together on this?...saaay...this afternoon or tomorrow morning? ( 3PM WILL BE GOOD ) Great! We'll see you both then! Thank you, good bye.
Now we will go on to the Phone Objections that you may encounter as follows: #1 Not Interested:
After the first part of the telephone talk, the prospect says..., " I'm not interested ". Your response is Mr./Mrs_____________, you didn't even ask me how much it costs? His/Her answer is " Well, how much is it?! " Then you go to the next step in your telephone talk..." well that's the best..." ( If the prospect says..., " I don't care how much it costs...", Then you thank him/her and say good bye. )
#2 Budget:
After the first part of the telephone talk, the prospect says..., " My advertising budeget is used up this year..." Your response is..." I can appreciate that and I understand how you feel Mr./Mrs.___________. I've spoken with other business people today/recently that felt the same as you...that their budgets were full,...but once they found out how inexpensive it was, they jumped at the opportunity to advertise in DAWSON NEWS. Are you interested in at least hearing the price? Response " O.K. ", how much is it? " Then go to the next part of your telephone talk..." well that's the best part..."
